Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach

Lawler, Edward J.; Yoon, Jeongkoo

doi:10.4135/9781483345369.n7

Cited by 23 publications

(10 citation statements)

References 48 publications

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“…Negotiators whose counterparts expressed positive emotions reported more satisfaction with the negotiation than did negotiators whose counterparts expressed negative emotions (Forgas ). Positive emotions are also correlated with a greater degree of negotiator commitment; for example, the negotiator wishes to maintain a relationship with the counterpart (Lawler and Yoon ). Highly emotionally intelligent individuals have proficiency in managing relationships and building networks, an ability to find common ground, and the social skills needed for teamwork (Salovey and Mayer ; Mayer and Salovey ; Goleman ; Sjoberg ).…”

Section: Hypothesesmentioning

confidence: 99%

The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach

Kim¹,

Cundiff²,

Choi³

2014

Negotiation Journal

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Although early research on negotiation focused on cognition and decision‐making processes, recently, negotiation scholars have started to pay attention to the importance of emotion in negotiation and have suggested that emotional intelligence is likely to improve negotiation performance. Few studies, however, have tested the relationship between emotional intelligence and negotiation outcomes. This study contributes by empirically testing the influence of emotional intelligence on specific negotiation outcomes (joint gain, trust between parties, and the desire of parties to work together again) and also examines the mediating effects of rapport. We used a laboratory experimental design with 202 participants to test the hypotheses. We found that a negotiator's emotional intelligence was correlated with his or her counterpart's trust level and desire to work again but had no effect on joint gain. In addition, rapport fully mediated the relationship between emotional intelligence and desire to work again, and between emotional intelligence and trust.

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Section: Hypothesesmentioning

confidence: 99%

The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach

Kim¹,

Cundiff²,

Choi³

2014

Negotiation Journal

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“…These emotions, in turn, give rise to interaction behaviors within the negotiation encounter. In a related vein, Lawler and Yoon (1995) modeled relational development that emerges from the emotional consequences of repeated negotiations between the same parties. Thompson, Nadler, and Kim (1999) discussed processes of emotional transmission among negotiating parties, including emotional "contagion" (the transfer of emotion from one party to another) and emotional "tuning" (the construction of messages designed to control or regulate the other party's emotional responses.)…”

Section: Methodological Issues and Remediesmentioning

confidence: 99%

Methodological Challenges in the Study of Negotiator Affect

Fulmer¹,

Barry²

2004

Int Negot

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This article examines methodological issues that accompany expanding research attention to affect and emotion in bargaining and negotiation. The role of affect in negotiation is presumed to have anterior, experiential, and strategic components. After reviewing existing empirical research on emotion as predictor, consequence, and tactic in negotiation, we consider complications that challenge the researcher's ability to isolate the impact of specific affect states on particular components of the negotiation dynamic. That analysis leads to a survey and discussion of potential methodological remedies that will increase the ability of researchers to capture the "real" emotions that individuals experience, express, mask, and strategically deploy within the negotiation encounter.

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“…It is important to underscore that in as far as SET is concerned, trust in its different forms, is critical to the social exchange process (Blau, 1964), as it creates and maintains exchange relationships which may result in increased customer satisfaction and loyalty, and induces customer repurchase intentions. Lawler and Yoon (1997) argue that pleasure, excitement and happiness tend to promote mutual trust, which in turn has an effect on the mutual success of an exchange since parties progressively acquire experience with one another, thereby boosting interpersonal cooperation. In support of this assertion, Cropanzano et al (2016) state that if trust exists in an exchange relationship, the parties involved are likely to be willing to be cooperative in their interaction.…”

Section: Trustmentioning

confidence: 99%

Social Media Marketing and Bank Customers’ Behaviour: Conceptualizing a Relationship Model

Mudondo¹

2021

TURCOMAT

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While research has underscored the benefits of social media marketing (SMM), organisations including commercial banks still fail to justify their continued investment in SMM, mainly because the full impact (of SMM) on customer behaviour remains unclear or largely researched. Thus, the aim of this paper was conduct an extensive literature review to develop a conceptual model to depict the proposed impact of social media marketing on commercial bank customers’ behaviour from a Social Exchange Theory (SET) perspective. Through an extensive review and synthesis of the literature on SMM, the researchers were able to theoretically postulate and propose the (possible) influence of the SET determinants inherent in SMM on commercial bank customers’ satisfaction, loyalty and their repurchase intentions. It is recommended that bank managers and marketers take cognizance of these (possible) proposed relationships, more specifically, the influence of the SET determinants inherent in SMM on bank customers’ behaviour. Furthermore, there is need to empirically evaluate the proposed conceptual model using data from a sample of bank customers and inferential statistics analytical techniques.

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Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach

Cited by 23 publications

References 48 publications

The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach

The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach

Methodological Challenges in the Study of Negotiator Affect

Social Media Marketing and Bank Customers’ Behaviour: Conceptualizing a Relationship Model

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