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I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power

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  • Overbeck, Jennifer R.
  • Neale, Margaret A.
  • Govan, Cassandra L.

Abstract

We examine how emotion (anger and happiness) affects value claiming and creation in a dyadic negotiation between parties with unequal power. Using a new statistical technique that analyzes individual data while controlling for dyad-level dependence, we demonstrate that anger is helpful for powerful negotiators. They feel more focused and assertive, and claim more value; the effects are intrapersonal, insofar as the powerful negotiator responds to his or her own emotional state and not to the emotional state of the counterpart. On the other hand, effects of emotion are generally not intrapersonal for low-power negotiators: these negotiators do not respond to their own emotions but can be affected by those of a powerful counterpart. They lose focus and yield value. Somewhat surprisingly, the presence of anger in the dyad appears to foster greater value creation, particularly when the powerful party is angry. Implications for the negotiation and power literatures are discussed.

Suggested Citation

  • Overbeck, Jennifer R. & Neale, Margaret A. & Govan, Cassandra L., 2010. "I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 126-139, July.
    • Handle: RePEc:eee:jobhdp:v:112:y:2010:i:2:p:126-139
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    References listed on IDEAS

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    5. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
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    9. Wen Zheng & Ailin Yu & Ping Fang & Kaiping Peng, 2020. "Exploring collective emotion transmission in face-to-face interactions," PLOS ONE, Public Library of Science, vol. 15(8), pages 1-11, August.
    10. Wiltermuth, Scott S. & Raj, Medha & Wood, Adam, 2018. "How perceived power influences the consequences of dominance expressions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 146(C), pages 14-30.
    11. 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.
    12. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
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    15. Xiaoshuang Zhu & Guoxiu Tian & Zhonghui Liu, 2022. "The Smaller the Power Distance, the More Genuine the Emotion: Relationships between Power Distance, Emotional Labor, and Emotional Exhaustion among Chinese Teachers," Sustainability, MDPI, vol. 14(14), pages 1-17, July.
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    17. Jäger, Andreas & Loschelder, David D. & Friese, Malte, 2017. "Using self-regulation to overcome the detrimental effects of anger in negotiations," Journal of Economic Psychology, Elsevier, vol. 58(C), pages 31-43.

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