IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v17y2008i1d10.1007_s10726-007-9087-5.html
   My bibliography  Save this article

Cultural variation in response to strategic emotions in negotiations

Author

Listed:
  • Shirli Kopelman

    (University of Michigan)

  • Ashleigh Shelby Rosette

    (Duke University)

Abstract

This research examined how culture influences the effectiveness of the strategic displays of emotions in negotiations. We predicted that in cross-cultural negotiation settings, East Asian negotiators who highly regarded cultural values that are consistent with communicating respect as humility and deference would be more likely to accept an offer from an opposing party who displayed positive as opposed to negative emotion. With a sample of East Asian MBA students, the results of Study 1 confirmed this prediction. Study 2 results replicated this finding with a sample of Hong Kong executive managers and also found they were less likely to accept an offer from a negotiator displaying negative emotion than Israeli executive managers who did not hold humility and deference in such high regard. Implications for strategic display of emotions in cross-cultural settings are discussed.

Suggested Citation

  • Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9087-5
    DOI: 10.1007/s10726-007-9087-5
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-007-9087-5
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-007-9087-5?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    2. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    3. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    4. Barry, Bruce & Oliver, Richard L., 1996. "Affect in Dyadic Negotiation: A Model and Propositions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(2), pages 127-143, August.
    5. Pillutla, Madan M. & Murnighan, J. Keith, 1996. "Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(3), pages 208-224, December.
    6. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    2. Ogliastri, Enrique & Quintanilla, Carlos, 2016. "Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions," Journal of Business Research, Elsevier, vol. 69(2), pages 452-458.
    3. Rafi Ndari ARDIANTO & Pri HERMAWAN, 2022. "Systematic Literature Review of Strategic Behavior in Negotiation," Management and Economics Review, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 7(3), pages 310-329, October.
    4. Sriram Venkiteswaran & Rangaraja P. Sundarraj, 2021. "How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation," Group Decision and Negotiation, Springer, vol. 30(1), pages 143-170, February.
    5. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    6. Harri T. Luomala & Rajesh Kumar & J. D. Singh & Matti Jaakkola, 2015. "When an Intercultural Business Negotiation Fails: Comparing the Emotions and Behavioural Tendencies of Individualistic and Collectivistic Negotiators," Group Decision and Negotiation, Springer, vol. 24(3), pages 537-561, May.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    2. Rothman, Naomi B. & Northcraft, Gregory B., 2015. "Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 65-76.
    3. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    4. Bruce Barry, 2008. "Negotiator affect: the state of the art (and the science)," Group Decision and Negotiation, Springer, vol. 17(1), pages 97-105, January.
    5. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    6. Sriram Venkiteswaran & Rangaraja P. Sundarraj, 2021. "How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation," Group Decision and Negotiation, Springer, vol. 30(1), pages 143-170, February.
    7. Marc T. P. Adam & Timm Teubner & Henner Gimpel, 2018. "No Rage Against the Machine: How Computer Agents Mitigate Human Emotional Processes in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 27(4), pages 543-571, August.
    8. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    9. Peter J. Carnevale, 2008. "Positive affect and decision frame in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 51-63, January.
    10. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    11. Masters-Waage, Theodore C. & Nai, Jared & Reb, Jochen & Sim, Samantha & Narayanan, Jayanth & Tan, Noriko, 2021. "Going far together by being here now: Mindfulness increases cooperation in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 189-205.
    12. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    13. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    14. Kang, Polly & Schweitzer, Maurice E., 2022. "Emotional Deception in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
    15. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    16. Christoph Laubert & Jennifer Parlamis, 2019. "Are You Angry (Happy, Sad) or Aren’t You? Emotion Detection Difficulty in Email Negotiation," Group Decision and Negotiation, Springer, vol. 28(2), pages 377-413, April.
    17. Yip, Jeremy A. & Schweitzer, Maurice E., 2016. "Mad and misleading: Incidental anger promotes deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 207-217.
    18. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    19. Andrade, Eduardo B. & Ariely, Dan, 2009. "The enduring impact of transient emotions on decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 1-8, May.
    20. Gerben A. Kleef & Eric Dijk & Wolfgang Steinel & Fieke Harinck & Ilja Beest, 2008. "Anger in social conflict: Cross-situational comparisons and suggestions for the future," Group Decision and Negotiation, Springer, vol. 17(1), pages 13-30, January.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9087-5. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.