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Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity

机译：跌宕起伏：谈判中的情感动态及其对（内部）公平的影响

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Organizational scholars now acknowledge the relevance of emotions in virtually every aspect of organizational life, including negotiations and conflict resolution. Integrating negotiation phase model theory with social functional models of emotion, we test hypotheses about the development of emotions in negotiations and their effects on the degree of economic (in)equity of the counterpart's subsequent offer during the actual negotiation process. By comparing stalemate dyads with efficient settlement dyads, the study identifies emotional dynamics that characterize successful as opposed to unsuccessful negotiations. Results show that observed differences are primarily the result of impasse dyads spiraling into a negative emotional climate rather than efficient settlement dyads having overall higher levels of positive emotions or increasing them throughout the negotiation process. As predicted by social functional models, the study further confirms that emotions are not only a reaction to the economic (un)fairness of a proposed offer, but their display also influences the payoff (in)equity of the counterpart's subsequent offer. Whether a specific emotional expression increases or decreases the economic fairness of the counterpart's subsequent offer, however, differs across negotiation phases and between dyads that reached an agreement or not. Furthermore, the results show distinct differences between emotions that address individual goal realization in negotiations and emotions that focus on the relational, interpersonal aspect of negotiations, both with regard to their development as well as their function. Taken together, the results shed light on the mechanisms leading to the emergence of conflict spirals.
机译：现在，组织学者已经意识到，情感在组织生活的各个方面都具有相关性，包括谈判和解决冲突。将谈判阶段模型理论与情绪的社会功能模型相结合，我们检验了关于谈判中情绪发展的假设及其在实际谈判过程中对对方后续报价的经济（不公平）程度的影响。通过比较僵持二元组和有效定居二元组，该研究确定了表征成功而不是不成功谈判的情绪动力。结果表明，观察到的差异主要是僵局二元螺旋上升为负面情绪气候的结果，而不是总体上具有较高积极情绪或在整个谈判过程中不断增加的有效定居二分结果。正如社会功能模型所预测的那样，该研究进一步证实，情绪不仅是对提议要约的经济（不）公平的反应，而且情绪的表现还影响对方后续要约的回报（不公平）。但是，特定的情感表达是增加还是减少对方的后续报价的经济公平性，在谈判阶段之间以及达成协议的双子之间是不同的。此外，结果显示，在谈判的发展及其功能方面，解决谈判中实现个人目标的情绪与关注谈判的关系，人际关系的情绪之间存在明显差异。两者合计，结果阐明了导致冲突螺旋上升的机制。

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