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- Title
THE IMPACT OF MESSAGE FRAME ON NEGOTIATORS' IMPRESSIONS, EMOTIONS, AND BEHAVIORS.
- Authors
Olekalns, Mara; Robert, Christopher; Probst, Tahira; Smith, Philip L.; Camevale, Peter
- Abstract
This experiment examined the impact of negotiators' cooperative and competitive expectations on the interpretation of ambiguous messages. ' In a simulated bilateral negotiation, participants received an initial set of cooperative, competitive or ambiguous messages, followed by a set of ambiguous messages. Negotiators who received cooperative of competitive messages weighed communality more heavily than power in their assessment of ambiguous messages, whereas negotiators who received two sets of ambiguous messages weighed power more heavily than communality, A cooperative-ambiguous message sequence resulted in less positive emotions whereas a competitive-ambiguous message sequence increased cooperation and resulted in more positive emotions. The baseline condition of six ambiguous messages cued increased competition and also resulted in less positive emotions.
- Publication
International Journal of Conflict Management, 2005, Vol 16, Issue 4, p379
- ISSN
1044-4068
- Publication type
Academic Journal