Gender, emotional displays and negotiation outcomes

• Main Author: FALCAO FILHO, Horacio Arruda
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2019
• Subjects: Negotiation; gender; emotion; emotional displays; positive affect; negative affect; anxiety; anger; sadness; negotiation outcomes; value creation; value claiming; backlash; double-bind; negotiation dyad; dyad gender composition; gender pairing; LIWC2015; sentiment analysis; automated emotional recognition; affective database; Gender, Race, Sexuality, and Ethnicity in Communication; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/etd_coll/196; https://ink.library.smu.edu.sg/cgi/viewcontent.cgi?article=1196&context=etd_coll
• Institution: Singapore Management University

This paper examined whether positive and negative emotional displays influenced negotiation outcomes (value creation and claiming) differentially for female and male negotiators. Also considered was how negotiation dyad gender composition might affect value creation and claiming. I examined recordings from a negotiation exercise (N = 194). Results revealed that when females expressed negative emotions significantly reduced value claiming on the part of those female negotiators. However, the effects of expressing positive emotions on negotiation outcomes did not vary by negotiator gender. The findings suggest that female negotiators do not need to be positive but only need not be negative to avoid backlash in negotiations. Results also indicated that MM (male-male) dyads created more value than FM (female-male) dyads and that both created more value than FF (female-female) dyads.