Cultural variations in how emotion influences negotiation: Evaluating a process -oriented model from an interaction -based, cross -cultural perspective

Meina Liu, Purdue University

Abstract

Within the last two decades, the affective component of negotiation has attracted increasing attention from negotiation scholars. With an extensive, critical review of current research on emotion in negotiation, this dissertation concludes that limitations in current research have constrained (a) the development of a theoretical understanding of how emotion influences negotiation, (b) the applicability of current research to negotiations across cultural boundaries, and (c) the validity of current findings due to potential violation of methodological assumptions. Therefore, the current study proposes a theoretical path model to account for the dynamic, interactive process whereby emotion influences negotiation. The model was evaluated in two contrastive cultural groups, American and Chinese, using a dyadic data analysis technique, known as the Actor-Partner Independence Model (APIM). Specifically, the effects of two discrete, differentiated emotions, anger and compassion, were examined, which were induced through experimental manipulation. 134 undergraduate and graduate students (70 Chinese and 64 American) participated in the experiment, which involved two rounds of negotiation simulation. Data were collected from both self-reported questionnaires gathered at multiple points of the simulation and behavioral coding of the negotiation interactions. Results indicated that the proposed theoretical mechanism worked for both cultures. Specifically, neither anger nor compassion had a direct influence on negotiation behavior because this influence was mediated by negotiators' interaction goals. In addition, interaction goals had an indirect influence on joint gain through their direct influence on the use of negotiation strategies. Both intrapersonal, and interpersonal, effects of emotion were found in the study, indicating that emotion not only influenced negotiators' own, but also the opponent's, cognitive and behavioral processes. Results also indicated that Chinese participants had a stronger competitive motivational orientation, used more distributive tactics and less integrative tactics during negotiation, but achieved greater joint gains. The implications of the findings are discussed. Contributions and limitations of the study, as well as directions for future research, are discussed in the dissertation as well.

Degree

Ph.D.

Advisors

Wilson, Purdue University.

Subject Area

Communication

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