The Effect of Face Work and Emotion on Negotiation Outcome

• Main Authors: Ying-Ching Huang, 黃映菁
• Other Authors: Chih-chao Lai
• Format: Others
• Language: en_US
• Published: 2007
• Online Access: http://ndltd.ncl.edu.tw/handle/48950256632375757881

碩士 === 國立雲林科技大學 === 應用外語系碩士班 === 95 === This research includes two studies and respectively focuses on the effect of face work and emotional strategy on negotiation outcome. We found that （a）buyer concerning about the concept of face work is restricted to negotiate when the focal seller is a closed relative （b）Comparing with doing business with a stranger, buyer highly concerning the concept of face work is more likely to accept higher offer when the focal seller is a closed relative（c）buyer with higher seniority would have stronger tendency toward bargaining the price than those with less seniority（d） Display of emotional strategy makes a direct influence on buyer’s emotion （e）On the basis of emotional strategy, negative strategists would acquire more gains；positive strategists would get less offer. Keywords: Display of emotional strategy, the concept of face work, mianzi, negotiation