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Title:Information Sharing in Negotiating Dyads: The Mediating Role of Fear
Author(s):Tuncel, Ece
Doctoral Committee Chair(s):Leblebici, Huseyin
Department / Program:Business Administration
Discipline:Business Administration
Degree Granting Institution:University of Illinois at Urbana-Champaign
Subject(s):Business Administration, Management
Abstract:In this dissertation, I examined how fear---an unpleasant feeling resulting from perceived threat---influenced individuals' information sharing in dyadic negotiations. I proposed that fear experienced during the negotiation would reduce information sharing. Furthermore, I examined the antecedents of fear experienced during the negotiation. I argued that certain aspects of the negotiation context such as individuals' expectancies about the partner's behaviors and the partner's behaviors would influence individuals' fear during the negotiation. I proposed that individuals would experience the highest level of fear when their partner behaves inconsistent with their expectancies. Finally, I maintained that individuals' use of emotion regulation---defined as the attempt to control emotional experience---would influence their fear through changing their goal-conduciveness and uncertainty appraisals. I proposed that individuals who use antecedent-focused emotion regulation would experience less fear than those who do not use any emotion regulation and who use response-focused emotion regulation; and these effects would be mediated by goal-conduciveness and uncertainty. I tested these hypotheses in two experimental studies. Experiment 1 demonstrated that fear experienced during the negotiation reduced individuals' information sharing with their partner. Furthermore, the negotiation context had a significant influence on fear such that individuals experienced the highest level of fear when they expected a cooperative partner, but encountered an individualistic partner. Additionally, Experiment 2 demonstrated that antecedent-focused emotion regulation was not more effective than response-focused emotion regulation and no emotion regulation in reducing fear. I discuss the potential implications of these findings and provide directions for future research.
Issue Date:2008
Description:93 p.
Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 2008.
Other Identifier(s):(MiAaPQ)AAI3347546
Date Available in IDEALS:2015-09-25
Date Deposited:2008

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