Publication Type
PhD Dissertation
Version
publishedVersion
Publication Date
3-2019
Abstract
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.
Keywords
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
Degree Awarded
PhD in Business (General Management)
Discipline
Gender, Race, Sexuality, and Ethnicity in Communication | Organizational Behavior and Theory
Supervisor(s)
GREGURAS, Gary John
Publisher
Singapore Management University
City or Country
Singapore
Citation
FALCAO FILHO, Horacio Arruda.
Gender, emotional displays and negotiation outcomes. (2019).
Available at: https://ink.library.smu.edu.sg/etd_coll/196
Copyright Owner and License
Author
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Included in
Gender, Race, Sexuality, and Ethnicity in Communication Commons, Organizational Behavior and Theory Commons