The Effects of Expressed Emotions in a Negotiation Setting

Abstract

Aim: The aim of this study was to investigate the function of positive, neutral, and negative expressed emotions within a negotiation setting. The second aim of the study was to analyze what results from expressing positive, neutral, and negative emotions. The third aim of the study was to identify when it is appropriate to express positive, neutral, and negative emotions to increase the likelihood of a successful negotiation. Method: The method used was interviewing experts. Experts who have had extensive experience negotiating in a variety of settings gave their input and were recorded and transcribed. Results: The results from the interviews showed that the effects of positive and negative expressed emotions vary in every negotiation. This limits the applicability of the results. The experts reported that positive expressed emotions yield better long-term results, whereas negative emotions can set boundaries. Conclusion: Given the variability of a negotiation setting the results are limited to what situations they can be applied to. Factors, like the personal lives of the negotiators, time constraints, and personal pressures can impact how emotions are expressed and processed. More research could be directed towards analyzing variables that affect how a person processes expressed emotions.