Michele Griessmair

Emotions in e-Negotiations

Emotions influence the course of a negotiation in at least two ways: First, emotions and cognition are strongly interrelated, thereby affecting negotiators’ decision making (intra-personal). Second, negotiators’ conveyed emotions fulfill important social functions during the negotiation interaction (inter-personal). In this chapter, we argue that negotiating electronically and employing a decision support system affect both the social functions of emotions in negotiations and the interplay between emotion and cognition—sometimes beneficially and sometimes detrimentally. We propose a model integrating theories and empirical results of intra- and inter-personal effects of emotions in negotiations with literature on electronic communication and decision support. The chapter concludes by exemplifying the interrelation between cognitive and social effects of emotions in negotiations, describes how this relationship is mediated by negotiating electronically, and discusses potential avenues for future research.

To Match or Not to Match? Reactions to Turning Points in Negotiation

This study examines the impacts of process frames and salience of a turning point on negotiators’ responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and match the other’s offer. Similarly, results show that making the departure salient by clearly articulating the intent, content, and function of the turning point offer increases negotiators’ propensity to embrace the mutually beneficial turning point offer. The findings are discussed in light of negotiators’ awareness of events during the negotiation process, their (mis)matching of favorable offers, and relational order theory.