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 recordin...