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

Publication ,  Journal Article
Kopelman, S; Rosette, AS; Thompson, L
Published in: Organizational Behavior and Human Decision Processes
January 1, 2006

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.

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Published In

Organizational Behavior and Human Decision Processes

DOI

ISSN

0749-5978

Publication Date

January 1, 2006

Volume

99

Issue

1

Start / End Page

81 / 101

Related Subject Headings

  • Social Psychology
  • 52 Psychology
  • 35 Commerce, management, tourism and services
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services
 

Citation

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Kopelman, S., Rosette, A. S., & Thompson, L. (2006). The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes, 99(1), 81–101. https://doi.org/10.1016/j.obhdp.2005.08.003
Kopelman, S., A. S. Rosette, and L. Thompson. “The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations.” Organizational Behavior and Human Decision Processes 99, no. 1 (January 1, 2006): 81–101. https://doi.org/10.1016/j.obhdp.2005.08.003.
Kopelman S, Rosette AS, Thompson L. The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes. 2006 Jan 1;99(1):81–101.
Kopelman, S., et al. “The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations.” Organizational Behavior and Human Decision Processes, vol. 99, no. 1, Jan. 2006, pp. 81–101. Scopus, doi:10.1016/j.obhdp.2005.08.003.
Kopelman S, Rosette AS, Thompson L. The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes. 2006 Jan 1;99(1):81–101.
Journal cover image

Published In

Organizational Behavior and Human Decision Processes

DOI

ISSN

0749-5978

Publication Date

January 1, 2006

Volume

99

Issue

1

Start / End Page

81 / 101

Related Subject Headings

  • Social Psychology
  • 52 Psychology
  • 35 Commerce, management, tourism and services
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services