ABSTRACT

The rapidly growing body of research on the effect of emotional expressions in negotiation has been the subject of several narrative reviews. Through meta-analysis, we combine relevant findings, compare and integrate moderators, and examine the mediating mechanisms quantitatively. The analysis incorporates 64 published and unpublished studies conducted over three decades. The findings suggest that, generally, negotiators expressing negative emotions will increase counterparts’ concession-making, which presumably enables them to claim more individual value. Expressing negative emotions diminishes trust and other subjective outcomes. Relationships between negative emotions and negotiation outcomes are moderated by factors that are both theoretical (i.e., power, culture, emotion regulation) and methodological (i.e., characteristics of research design, phases of negotiation). Additionally, we tested theoretical frameworks from Emotions as Social Information theory, which describes the processes through which negative emotions influence negotiation outcomes. The effects for concessions are mediated by inference of limits, inference of toughness, and affective reactions. The effect of negative emotions on individual outcomes is mediated by complementary affective reactions. Based on the existing body of work, we make specific calls for further research.

摘要

关于情绪表达在谈判中作用的研究迅速发展，已经成为一些叙事评论的主题。通过荟萃分析，我们结合了相关发现，比较和整合了主持人，并定量研究了中介机制。该分析纳入了过去三十年中进行的64项已发表和未发表的研究。研究结果表明，通常，表达消极情绪的谈判者会增加对方的让步，这大概使他们能够主张更多的个人价值。表达负面情绪会减少信任和其他主观结果。负面情绪与协商结果之间的关系受理论（即权力，文化，情绪调节）和方法论（即研究设计的特征，谈判阶段）。此外，我们测试了作为社会信息理论的情绪的理论框架，该框架描述了负面情绪影响谈判结果的过程。让步的效果是通过推断极限，推断韧性和情感反应来介导的。负面情绪对个体结果的影响由互补的情感反应介导。在现有工作的基础上，我们提出了进一步研究的具体要求。负面情绪对个体结果的影响由互补的情感反应介导。在现有工作的基础上，我们提出了进一步研究的具体要求。负面情绪对个体结果的影响由互补的情感反应介导。在现有工作的基础上，我们提出了进一步研究的具体要求。