The Intrapersonal And Interpersonal Effects Of Emotion In Bilateral Negotiation

The studies on negotiation have been conducted for many years, but previous studies focus on the effects of rational and economic factors in negotiation, and ignore the effects of emotion. Along with the development of the studies on emotion and negotiation, people realize that the emotion in negotiation is inevitable, and it's impossible that negotiators absolutely exclude emotions in negotiation. The effects of emotion in negotiations are not always negative and devastating. So lucubrating emotion effects in negotiations, improving and increasing the quality of negotiations have become a new practical task.Our study respectively proves the intrapersonal and interpersonal effects of emotion in negotiations through two experiments. The first experiment also compare the effect of the emotion that is induced by the opponents with the effect of the emotion that isn't induced by the opponents. The second experiment also compare the effect of the opponents' emotion that is actual with that of the opponents'emotion is communicated.Our study obtains such conclusions:(1) The effects of negotiators' emotions on the initial offers, the concessions of profit, the satisfactions of the negotiation process and the expectations of future negotiations are notable.(2) The effects of whether the emotion is induced by the opponent on the initial offers, the concessions of profit, the satisfacations of the negotiation process and the expectations of future negotiations are not notable.(3) The interactive effects of the negotiators' emotions and whether the emotion is induced by the opponent on the satisfacations of the negotiation process and the expectations of future negotiations are notable.(4) The effects of the opponents' emotions on the initial offers, the concessions of profit, the satisfacations of the negotiation process and the expectations of future negotiations are notable.(5) The effects of the authenticity of the opponents' emotions on the initial offers, the concessions of profit, the satisfacations of the negotiation process and the expectations of future negotiations are not notable.(6) The interactive effects of the opponents' emotions and the authenticity of the opponents' emotions on the initial offers, the concessions of profit, the satisfacations of the negotiation process and the expectations of furore negotiations are notable.