The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations

Published

Journal Article

In a series of laboratory experiments, we tested the influence of strategically displaying positive, negative, and neutral emotions on negotiation outcomes. In Experiment 1, a face-to-face dispute simulation, negotiators who displayed positive emotion, in contrast to negative or neutral emotions, were more likely to incorporate a future business relationship in the negotiated contract. In Experiment 2, an ultimatum setting, managers strategically displaying positive emotion were more likely to close a deal. This effect was mediated by negotiators' willingness to pay more to a negotiator strategically displaying positive versus negative emotions. In Experiment 3, display of positive emotion was a more effective strategy for gaining concessions from the other party in a distributive setting. Negotiators made more extreme demands when facing a negotiator strategically displaying negative, rather than positive or neutral, emotions. Implications for strategic display of emotion in negotiations are discussed. © 2005 Elsevier Inc. All rights reserved.

Full Text

Duke Authors

Cited Authors

  • Kopelman, S; Rosette, AS; Thompson, L

Published Date

  • January 1, 2006

Published In

Volume / Issue

  • 99 / 1

Start / End Page

  • 81 - 101

International Standard Serial Number (ISSN)

  • 0749-5978

Digital Object Identifier (DOI)

  • 10.1016/j.obhdp.2005.08.003

Citation Source

  • Scopus