Files in this item



application/pdf3395529.pdf (4MB)Restricted to U of Illinois
(no description provided)PDF


Title:To Show or Not to Show: Intrapersonal Effects of Emotion Suppression in Dyadic Negotiation
Author(s):Wang, Lu
Doctoral Committee Chair(s):Greg Northcraft
Department / Program:Business Administration
Discipline:Business Administration
Degree Granting Institution:University of Illinois at Urbana-Champaign
Subject(s):Speech Communication
Abstract:This dissertation links emotions regulation research to negotiation research and also contributes to both literatures in several ways. First, the intrapersonal perspective on emotion expression offers a different perspective into the popular belief that negotiators should maintain a poker face during negotiation. While there might be interpersonal advantages to hiding certain emotions from others at the negotiation table (e.g., hiding anger may have benefits in maintaining the relationship between negotiators), this dissertation shows that there are also unintended intrapersonal costs that negotiators need to be aware of. Specifically, suppressing one's emotion at the negotiation table may compete for a negotiator's limited cognitive resources that may be needed to solve negotiation problems. Second, past research examining emotion expression in negotiations has focused exclusively on distributive negotiations by investigating how emotion expression affects an observing party's value-claiming behavior. This dissertation extends this research by investigating emotion suppression in negotiations involving integrative potential and examining how emotion suppression may influence a negotiator's ability to create value. Third, this dissertation also makes a theoretical contribution to emotion regulation research by examining several factors, such as the source and intensity of the emotion and the negotiation communication medium, on the impact of emotion suppression in negotiations.
Issue Date:2009
Description:103 p.
Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 2009.
Other Identifier(s):(MiAaPQ)AAI3395529
Date Available in IDEALS:2015-09-25
Date Deposited:2009

This item appears in the following Collection(s)

Item Statistics