Article Version of Record

The Effect of the Negotiator's Social Power as a Function of the Counterpart's Emotional Reactions in a Computer Mediated Negotiation

Author(s) / Creator(s)

Hareli, Shlomo
David, Shlomo
Akron, Sagi
Hess, Ursula

Abstract / Description

A negotiator’s own power and their counterpart’s emotional reaction to the negotiation both influence the outcome of negotiations. The present research addressed the question of their relative importance. On one hand, social power should be potent regardless of the other’s emotions. On the other hand, the counterpart’s emotional reactions inform about the ongoing state of the negotiation, and as such are more diagnostic than the more distal power cue. In a simulated computer mediated negotiation, 248 participants assumed the role of a vendor of computerized avionics test equipment and their objective was to negotiate the price, the warranty period, and the number of software updates that the buyer will receive free of charge. Participants negotiated the sale after being primed with either high or low power or not primed at all (control condition). They received information that their counterpart was either happy or angry or emotionally neutral. The findings showed that even though power was an important factor at the start of negotiations, the informative value of emotion information took precedence over time. This implies that emotional information may erase any advantage that counterparts have in a negotiation thanks to their higher social power.

Keyword(s)

emotions social power negotiation anger happiness

Persistent Identifier

Date of first publication

2013-11-29

Journal title

Europe's Journal of Psychology

Volume

9

Issue

4

Page numbers

820–831

Publisher

PsychOpen GOLD

Publication status

publishedVersion

Review status

peerReviewed

Is version of

Citation

Hareli, S., David, S., Akron, S., & Hess, U. (2013). The Effect of the Negotiator's Social Power as a Function of the Counterpart's Emotional Reactions in a Computer Mediated Negotiation. Europe's Journal of Psychology, 9(4), 820–831. https://doi.org/10.5964/ejop.v9i4.639
  • Author(s) / Creator(s)
    Hareli, Shlomo
  • Author(s) / Creator(s)
    David, Shlomo
  • Author(s) / Creator(s)
    Akron, Sagi
  • Author(s) / Creator(s)
    Hess, Ursula
  • PsychArchives acquisition timestamp
    2018-11-21T10:01:21Z
  • Made available on
    2018-11-21T10:01:21Z
  • Date of first publication
    2013-11-29
  • Abstract / Description
    A negotiator’s own power and their counterpart’s emotional reaction to the negotiation both influence the outcome of negotiations. The present research addressed the question of their relative importance. On one hand, social power should be potent regardless of the other’s emotions. On the other hand, the counterpart’s emotional reactions inform about the ongoing state of the negotiation, and as such are more diagnostic than the more distal power cue. In a simulated computer mediated negotiation, 248 participants assumed the role of a vendor of computerized avionics test equipment and their objective was to negotiate the price, the warranty period, and the number of software updates that the buyer will receive free of charge. Participants negotiated the sale after being primed with either high or low power or not primed at all (control condition). They received information that their counterpart was either happy or angry or emotionally neutral. The findings showed that even though power was an important factor at the start of negotiations, the informative value of emotion information took precedence over time. This implies that emotional information may erase any advantage that counterparts have in a negotiation thanks to their higher social power.
    en_US
  • Publication status
    publishedVersion
  • Review status
    peerReviewed
  • Citation
    Hareli, S., David, S., Akron, S., & Hess, U. (2013). The Effect of the Negotiator's Social Power as a Function of the Counterpart's Emotional Reactions in a Computer Mediated Negotiation. Europe's Journal of Psychology, 9(4), 820–831. https://doi.org/10.5964/ejop.v9i4.639
  • ISSN
    1841-0413
  • Persistent Identifier
    https://hdl.handle.net/20.500.12034/1220
  • Persistent Identifier
    https://doi.org/10.23668/psycharchives.1412
  • Language of content
    eng
  • Publisher
    PsychOpen GOLD
  • Is version of
    https://doi.org/10.5964/ejop.v9i4.639
  • Keyword(s)
    emotions
    en_US
  • Keyword(s)
    social power
    en_US
  • Keyword(s)
    negotiation
    en_US
  • Keyword(s)
    anger
    en_US
  • Keyword(s)
    happiness
    en_US
  • Dewey Decimal Classification number(s)
    150
  • Title
    The Effect of the Negotiator's Social Power as a Function of the Counterpart's Emotional Reactions in a Computer Mediated Negotiation
    en_US
  • DRO type
    article
  • Issue
    4
  • Journal title
    Europe's Journal of Psychology
  • Page numbers
    820–831
  • Volume
    9
  • Visible tag(s)
    Version of Record