The Effects of Emotional Expressions in Negotiation: A Meta-Analysis and Future Directions for Research

56 Pages Posted: 29 Jul 2020

See all articles by Sudeep Sharma

Sudeep Sharma

University of Illinois at Springfield

Hillary Anger Elfenbein

Washington University in St. Louis, Olin School of Business

Ruchi Sinha

University of South Australia Business School

William P. Bottom

Washington University in St. Louis - John M. Olin Business School

Date Written: June 15, 2020

Abstract

The rapidly growing body of research on the effect of emotional expressions in negotiation has been the subject of several narrative reviews. Through meta-analysis, we combine relevant findings, compare and integrate moderators, and examine the mediating mechanisms quantitatively. The analysis incorporates 64 published and unpublished studies conducted over three decades. The findings suggest that, generally, negotiators expressing negative emotions will increase counterparts’ concession-making, which presumably enables them to claim more individual value. Expressing negative emotions diminishes trust and other subjective outcomes. Relationships between negative emotions and negotiation outcomes are moderated by factors that are both theoretical (i.e., power, culture, emotion regulation) and methodological (i.e., characteristics of research design, phases of negotiation). Additionally, we tested theoretical frameworks from Emotions as Social Information theory, which describes the processes through which negative emotions influence negotiation outcomes. The effects for concessions are mediated by inference of limits, inference of toughness, and affective reactions. The effect of negative emotions on individual outcomes is mediated by complementary affective reactions. Based on the existing body of work, we make specific calls for further research.

Keywords: Negotiation, Bargaining, Affect, Emotion

Suggested Citation

Sharma, Sudeep and Elfenbein, Hillary Anger and Sinha, Ruchi and Bottom, William P., The Effects of Emotional Expressions in Negotiation: A Meta-Analysis and Future Directions for Research (June 15, 2020). Available at SSRN: https://ssrn.com/abstract=3627653 or http://dx.doi.org/10.2139/ssrn.3627653

Sudeep Sharma (Contact Author)

University of Illinois at Springfield ( email )

One University Plaza
UHB 4060
Springfield, IL 62703
United States

Hillary Anger Elfenbein

Washington University in St. Louis, Olin School of Business ( email )

One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States

Ruchi Sinha

University of South Australia Business School ( email )

Adelaide, South Australia 5001
Australia
0883027299 (Phone)
5073 (Fax)

HOME PAGE: http://https://people.unisa.edu.au/ruchi.sinha

William P. Bottom

Washington University in St. Louis - John M. Olin Business School ( email )

One Brookings Drive
Campus Box 1156
St. Louis, MO 63130-4899
United States
314-935-6351 (Phone)
314-935-6359 (Fax)

HOME PAGE: http://www.olin.wustl.edu/faculty/bottom.html

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