Effects Of Power And Emotion Of The Negotiations

Power and emotion are important factors to affect the negotiations. In this study, we discussed how emotion, like happiness and anger, affect negotiators behaviors in the unequal power conditions. Starting not only from the individual perspective but also from the perspective of group, we aimed to explore how power differences and emotion influence outcomes of the negotiations in the integrative negotiation situation, also investigated the negotiator behaviors and satisfaction under different conditions. This study used the job interview negotiation task, in which two subjects were simulated for about half an hour to discuss4issues. The experimental results are as follows:Firstly, within the group, high-power negotiator tried to get more benefits than low-power ones, but the difference was not significant; at the same time personal incomes of happy subjects was significantly higher than that of angry ones.Secondly, between groups, both sides under angry conditions got the lowest income, both sides under happy conditions got the highest earnings, which reached significant level. And, there were the most deadlocks when two parties are anger, and the least when both happy.Thirdly, power had main effect on the level of aspiration, and high-power subjects’ ambition is significantly higher than that of low-power ones. Power had main effect on the performance of negotiators. To be specific, the problem solving behavior of high-power negotiators was significantly lower than that of low-power negotiators, compression behavior of high-power negotiators significantly higher than that of low-power negotiators, at the same time, yielding behavior significantly lower than that of low-power negotiators.Fourthly, emotion had main effect on personal income, which means that happy negotiators’ personal incomes were higher than angry negotiators’. But emotion did not have main effect on negotiator behavior, and there was no interaction between power and emotion.Finally, high-power negotiators’ emotion had greater influence on the outcome of the negotiations than that of low-power ones.