An Empirical Study Of The Effect Of The Motion On The Network Of Bilateral Negotiation

Because of the evidences of the effect of the emotion on cognition are abundant, so the effect of the emotion on negotiation has become a focus of research. Although the theoretical study on the effect of the emotion ton negotiation is abundant. But the empirical research of the the effect of the emotion on negotiation is relatively deficient. So this study explores the effect of the emotion on negoation by the experiment. The factor of emotion is not only about the negotiators' emotion which they experience before the negotiation and which hasn't been induced by the negotiating partners but also about the negotiators' emotion which they experience before the negation and which has been induced by the negotiating partners. Except the negotiators' emotion affects the negotiation, the negotiating partners' emotion also affects the negotiation during the negotiation process. Because of the emotional expression through the network negotiation by emoticons. So this study also explores the effect of the emoticons used by the negotiating partners (the expression of the emotion of the negotiating partners) on negotiation. And more all of the studies are about the negotiation' economic outcomes and is lack of exploring the social outcomes. So this study explores the emotional effect on negotiation economic outcomes as well.Through the first experiment, the study gets the following conclusions:(1)the main effects of negotiators' emotion on the economic outcomes and social outcomes of the negotiation are significant.(2)Except the number of stalemate, the main effects of the evoked object of emotion on the initial offer and the difference of the business deal and the social outcomes of the negotiation are significant.(3)Except the number of stalemate, the interactive between the valence of emotion and the evoked object of emotion is significant on the initial offer and the difference of the business deal and the social outcomes of the negotiation.Through the second experiment, the study gets the following conclusions:(1)The main effects of the emoticons used by the negotiating partners (the expression of the emotion of the negotiating partners) on he economic outcomes and social outcomes of the negotiation are significant.(2)The interactive between he emoticons used by the negotiating partners (the expression of the emotion of the negotiating partners) and the emotion of the negotiator themselves is not significant on the number of stalemate and the difference of the business deal.(3)The interactive between he emoticons used by the negotiating partners (the expression of the emotion of the negotiating partners) and the emotion of the negotiator themselves is significant on the satisfaction of the negotiations and the expectations of future negotiation with the negotiating partners.