This paper studies the emotion usage of negotiators, specifically the purposeful management of emotion suppression and expression as a strategic tool for shaping bargaining behavior and subsequent negotiation outcomes. We explore the strategic use of emotions in three ways, expressing truly felt...

The authors use the extraordinary 2008 phenomenon of female presidential and vice-presidential candidates in both of the main U.S. political parties to examine what obstacles remain for women, as they seek to negotiate access to the highest roles in society – and not just governmental roles....

The negotiation field has been dominated by a focus on objective value, or economic outcomes, with relatively less attention paid to subjective value, or social psychological outcomes. This chapter proposes a framework that highlights the duality of negotiation outcomes by identifying predictors...

The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny’s (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of...

The authors address the long-standing mystery of stable individual differences in negotiation performance, for which intuition and conventional wisdom have clashed with inconsistent empirical findings. The present study used the Social Relations Model to examine individual differences directly...

Four studies support the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and...

A 2-round negotiation study provided evidence that positive feelings resulting from one negotiation can be economically rewarding in a second negotiation. Negotiators experiencing greater subjective value (SV) - that is, social, perceptual, and emotional outcomes from a negotiation - in Round 1...