Their emotional expression, my negotiation behavior; The impact of constituencies' emotions on negotiation behavior representative
Year: 2016
Type: dissertation
Abstract: Previous research was mainly focused on the role of emotions in interpersonal context.The current research examined the influence of emotions expressed by a constituency on its representative.In this study was found that emotions have influence in a negotiation with a constituency.When the constituency expresses disappointed feedback, the representative will probably adjust his offer in order to respond to the 'signal for help' of the constituency.Representatives who receive angry feedback are likely to adjust their offer, but how big the adjustment is depends on the need to belong of the representative.Representatives who receive happy feedback will probably not adjust their initial offer because of the idea that they are doing fine.
Author: Duijvestijn, Koen
Language: English
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W7062463001