Strategic consequences of emotional misrepresentation in negotiation: The blowback effect.
Recent research indicates that expressing anger elicits concession making from negotiating counterparts. When emotions are conveyed either by a computer program or by a confederate, results appear to affirm a long-standing notion that feigning anger is an effective bargaining tactic. We hypothesize...
| Published in: | Journal of Applied Psychology Vol. 101; no. 5; pp. 605 - 625 |
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| Main Authors: | , , , |
| Format: | journal article |
| Published: |
American Psychological Association
May2016
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| Subjects: | |
| Online Access: | View this record in EBSCOhost |
| fields | @attributes: recordID: 1 pdfLink: plink: https://search.ebscohost.com/login.aspx?direct=true&db=ssf&AN=115067256&site=ehost-live header: @attributes: shortDbName: ssf uiTerm: 115067256 longDbName: Social Sciences Full Text (H.W. Wilson) uiTag: AN controlInfo: bkinfo: jinfo: jid: 00219010 JAY jtl: Journal of Applied Psychology issn: 00219010 maglogo: N pubinfo: dt: May2016 vid: 101 iid: 5 pid: 34 pub: American Psychological Association artinfo: ui: 115067256 10.1037/apl0000072 ppf: 605 ppct: 20 formats: tig: atl: Strategic consequences of emotional misrepresentation in negotiation: The blowback effect. aug: au: Campagna, Rachel L. Mislin, Alexandra A. Kong, Dejun Tony Bottom, William P. affil: University of New Hampshire American University University of Houston Washington University in St. Louis su: Anger management Negotiation Collective bargaining Concession bargaining Computer software -- Social aspects sug: subj: Anger management Negotiation Collective bargaining Computer, computer peripheral and pre-packaged software merchant wholesalers Computer and Computer Peripheral Equipment and Software Merchant Wholesalers Computer and software stores Software publishers (except video game publishers) Concession bargaining Computer software -- Social aspects keyword: contract implementation emotion emotional contagion negotiation trust contract implementation emotion emotional contagion negotiation trust ab: Recent research indicates that expressing anger elicits concession making from negotiating counterparts. When emotions are conveyed either by a computer program or by a confederate, results appear to affirm a long-standing notion that feigning anger is an effective bargaining tactic. We hypothesize this tactic actually jeopardizes postnegotiation deal implementation and subsequent exchange. Four studies directly test both tactical and strategic consequences of emotional misrepresentation. False representations of anger generated little tactical benefit but produced considerable and persistent strategic disadvantage. This disadvantage is because of an effect we call "blowback." A negotiator's misrepresented anger creates an action-reaction cycle that results in genuine anger and diminishes trust in both the negotiator and counterpart. Our findings highlight the importance of considering the strategic implications of emotional misrepresentation for negotiators interested in claiming value. We discuss the benefits of researching reciprocal interdependence between 2 or more negotiating parties and of modeling value creation beyond deal construction to include implementation of terms. (PsycINFO Database Record pubtype: Academic Journal doctype: journal article src: R language: English refInfo: copyright: @attributes: flag: N holdings: @attributes: islocal: N |
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