Emotional Ambivalence in Negotiation: The Impact of Information Search on Integrative and Distributive Outcomes

• Main Authors: Huei-Lin Shih, 石蕙菱
• Other Authors: 戚樹誠
• Format: Others
• Language: en_US
• Published: 2014
• Online Access: http://ndltd.ncl.edu.tw/handle/6a3feq

博士 === 國立臺灣大學 === 商學研究所 === 102 === This study draws on the theories of the heuristic and systematic information processing model (HSM), uncertainty reduction theory, and the emotions as social information (EASI) model to analyze, negotiators’ perceptions and behaviors about expressed emotional ambivalence. In order to examine a number of hypothesized relationships, 208 Taiwanese and 200 American/Canadian subjects were asked to participate in a simulated negotiation panel which developed by the eLab of Vanderbilt University in America. Results showed that expressed emotional ambivalence was positively related to integrative value through information search; however, if the negotiators came from North America, their reactions to ambivalent emotions were directly associated with high claiming value. Furthermore, the results supported the hypothesis that information search mediated the relationship between expressed emotional ambivalence and negotiation consequences. In addition, moderated mediating analysis revealed that the indirect effects of expressed emotional ambivalence on integrative value through information search was stronger for negotiators with low need for affect, strong interaction uncertainty, or those affected by an Asian culture. Finally, implications of these findings for theory, research and practice were discussed.