Methodological Challenges in the Study of Negotiator Affect

Fulmer, Ingrid Smithey; Barry, Bruce

doi:10.1163/1571806053498797

Cited by 10 publications

(1 citation statement)

References 34 publications

(45 reference statements)

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“…Conflict literature predominantly underscores the challenges of studying emotions in negotiations and has focused considerably less on how negotiators feel about negotiation models in relation to their personal values (Barry and Fulmer 2004;Harinck and Van Kleef 2012;Leon-Perez et al 2010;Ome 2013;Reb 2010;Van Kleef et al 2006;Xie and Zhou 2012). Indeed, feelings (as a construct) have received less scholarly attention in general (Greco et al 2011).…”

Section: Why Do Negotiators' Feelings Matter To Vbm?mentioning

confidence: 99%

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM)

Gan

2017

Social Sciences

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Abstract:The proposed values-based negotiation model (VBM) agrees with and extends principled negotiation's recognition of personal values and emotions as important negotiation elements. First, building upon Martin Buber's existentialist treatment of religion and secularism, VBM centers on religion as one of many possible sources of personal values that informs respectful and mutually beneficial interactions without needing one to necessarily be religious. Just as one need not be a Buddhist or a Hindu to practice yoga, negotiators of any theological outlook can profit from a model grounded in broad, common tenets drawn from a range of organized religions. Second, VBM distinguishes feelings from emotions because the long-lasting and intrinsically stimulated effects of feelings have greater implications on the perception of negotiated outcomes. VBM negotiators view negotiations as a constitutive prosocial process whereby parties consider the outcome important enough to invest time and energy. Negotiators who use VBM appeal to the goodness of their counterparts by doing good first so that both parties avoid a win-lose outcome. This counterintuitive move contradicts the self-centered but understandably normal human behavior of prioritizing one's own interests before others' interests. However, when one appeals to the goodness of one's Buberian Thou counterparts, he or she stimulates positive emotions that promote understanding. Third, VBM provides a framework that draws upon an individual's personal values (religious or otherwise) and reconfigures the distributive-bargaining-and-integrative-negotiation distinction so that negotiators can freely apply distributive tactics to claim maximum intangible and tangible outcomes without compromising on their personal values or valuable relationships.

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Section: Why Do Negotiators' Feelings Matter To Vbm?mentioning

confidence: 99%

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM)

Gan

2017

Social Sciences

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Negotiator affect: the state of the art (and the science)

Barry

2007

Group Decis Negot

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Negotiation, once regarded by researchers as essentially a cognitive process through which parties with non-identical preferences allocate resources through joint decision making, is now understood to have a significant affective component. I discuss in this essay the evolution of research exploring the role of affect in negotiation, consider the interplay of affect and cognition that underlies the papers in this issue, and comment on methodological developments and challenges in the study of negotiator affect. Attention to the role of affect is no longer a peripheral pursuit in negotiation research, but it does remain an elusive one.

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Exploring the Cognitive-Emotional Fugue in Electronic Negotiations

Griessmair

Koeszegi

2009

Group Decis Negot

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A substantial body of literature in CMC and eNS research suggests that communication via textual electronic media is devoid of emotional content as many non-and para-verbal indicators expressing emotions are missing. In order to support these theoretical positions, up to date, studies have mainly focused on the direct expression of emotions. To complement this research, we analyze transcripts from electronic negotiation experiments conducted at three universities in December 2006. By using an exploratory research methodology, i.e., content analysis and subsequent multidimensional scaling (MDS), we analyze the emotional connotation of factual statements (content layer). Thereby we take three different perspectives, (1) on a macro resolution level we assess negotiations in order to gain insight into the dynamics of emotional communication over time, (2) on a meso resolution level, single messages (speech acts) of transcripts are the units of analysis and (3) on a micro resolution level, we analyze single utterances within messages. Our results demonstrate that emotions, although not necessarily expressed explicitly, are nevertheless conveyed by the wording and phrasing of utterances. We show that factual statements in negotiations convey an emotional layer, and the same factual statements can be differentiated along their emotional connotation depending on the lexical and syntactical choices of the communicators. Furthermore, there is indication that emotions seem to evolve differently in successful and failed negotiations.

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Methodological Challenges in the Study of Negotiator Affect

Cited by 10 publications

References 34 publications

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM)

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM)

Negotiator affect: the state of the art (and the science)

Exploring the Cognitive-Emotional Fugue in Electronic Negotiations

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