Emotion in Negotiation, and Mediation

Transcription

1 Emotion in Negotiation, and Mediation Peter J. Carnevale USC Marshall School of Business Workshop on Transactional Emotions October 26-28, 2007 Marina del Rey, CA USC Institute for Creative Technologies

2 Negotiation collective decision making; 2 or more people, perceived difference of interest dynamic, complex, multiple processes, clear criteria good measures important: everyday life, business, law, entertainment, government, war great domain in which to study emotion and transactional emotion

3 Transactional affective phenomena, meaning affective behaviors and cognitions that are socially contingent on the behaviors of an interactional partner. an ability to rapidly detect nonverbal affective cues, make inferences about the other party s mental state, and rapidly respond in ways that co-construct an emotional trajectory between participants... participants can come to synchronize their behaviors, promoting social bonds, enhancing trust, and increasing communicative efficiency. Lanzetta & Englis (1989 JPSP)

4 The General Paradigm Conditions Psychological States Outcomes e.g., high or low time pressure; see other or not; groups; constituents, etc. cognition, emotion, motivation Strategies & Tactics the things people say to one another, and their offer patterns e.g., likelihood of agreement, the quality of agreement

5 ACME ISSUE SHEET Issue One Issue Two LA (100) Jan (50) NYC (50) Feb (25) S.F. (0) Mar (0) Dear Acme, My Good Friend: It must be S.F. and March! btw Don t screw with me, jerk! Bolt Dear You, My Beloved Acme Employee: Better get at least 90! Very Sincerely, Your Big Acme Boss BOLT ISSUE SHEET Issue One Issue Two LA (0) Jan (0) NYC (25) Feb (50) S.F. (50) Mar (100)

6 Highlight 5 Studies Study 1: impact of positive mood on information processing and facial gaze in negotiation. Positive mood can improve negotiation outcomes. Study 2: professional mediators know this Study 3: mood can impact reference points and concessions. Support for a hypothesis derived from Kahneman and Tversky's prospect theory. Study 4: Mixtures of strategy can be effective. In the impact of reactions to hostile talk, support for a contrast effect in words and actions (offers). Study 5: Impact of emotional attachment to the group on what is valued in negotiation...e.g., an emotional attachment to objects driven by group identity and cultural values.

7 impact of positive affect on information processing ( insight ), facial gaze, and outcome in negotiation insight mutual staring look at chart Control Positive Control Positive Control Positive outcome Suggests a self-regulatory process involving positive affect, nonverbal behavior, and information processing Control Positive Positive affect can improve negotiation outcomes. P.J. Carnevale & A. Isen (1986, OBHDP)

8 Highlight 5 Studies Study 1: impact of positive mood on information processing and facial gaze in negotiation. Positive mood can improve negotiation outcomes. Study 2: professional mediators know this Study 3: mood can impact reference points and concessions. Support for a hypothesis derived from Kahneman and Tversky's prospect theory. Study 4: Mixtures of strategy can be effective. In the impact of reactions to hostile talk, support for a contrast effect in words and actions (offers). Study 5: Impact of emotional attachment to the group on what is valued in negotiation...e.g., an emotional attachment to objects driven by group identity and cultural values.

9 26: Use Humor

10 26: Use Humor 6: Control their expression of hostility

11 Highlight 5 Studies Study 1: impact of positive mood on information processing and facial gaze in negotiation. Positive mood can improve negotiation outcomes. Study 2: professional mediators know this Study 3: mood can impact reference points and concessions. Support for a hypothesis derived from Kahneman and Tversky's prospect theory. Study 4: Mixtures of strategy can be effective. In the impact of reactions to hostile talk, support for a contrast effect in words and actions (offers). Study 5: Impact of emotional attachment to the group on what is valued in negotiation...e.g., an emotional attachment to objects driven by group identity and cultural values.

12 impact of positive affect on reference points and concessions DA Gain Loss L1, L Losses - + Gains 5000 Control Positive A G1, G2 Support for a hypothesis derived from Kahneman and Tversky's prospect theory. DA P.J. Carnevale (in press), Group Decision and Negotiation

13 Highlight 5 Studies Study 1: impact of positive mood on information processing and facial gaze in negotiation. Positive mood can improve negotiation outcomes. Study 2: professional mediators know this Study 3: mood can impact reference points and concessions. Support for a hypothesis derived from Kahneman and Tversky's prospect theory. Study 4: Mixtures of strategy can be effective. In the impact of reactions to hostile talk, support for a contrast effect in words and actions (offers). Study 5: Impact of emotional attachment to the group on what is valued in negotiation...e.g., an emotional attachment to objects driven by group identity and cultural values.

14 133 university students, cash incentives, 3 x 2 design ADVERTISING FURNITURE PURCHASING A 100 A 100 A 100 B 200 B 200 B 200 C 300 C 300 C 300 you can now make D 400 D 400 D 400 an offer and E 500 E 500 E 500 you can send F 600 F 600 F 600 a message, if G 700 G 700 G 700 you want. H 800 H 800 H 800 I 900 I 900 I Agent: 2 Offer Patterns: AAA CCC -or- BBB EEE Other Negotiator s Offer on Round 1: BBB Other Negotiator s Message on Round 2: Accept this offer if you know what's good for you. Do you want to make an offer to the other negotiator? (Y/N)? Would you like to send a message (Y/N)?

15 Non-cooperative Words Across 14 Rounds, e.g., 1. YOU better make concessions if you want to get agreement. 5. You're making me mad You're a tightwad with your money!! I've got kids to feed. 8. If you don't accept this offer...i'll take my business elsewhere. 14. What do you think this is, a charity place? Cooperative Words Across 14 Rounds, e.g., 1. I will make concessions; it's what we have to do to get agreement. 5. Let's try to consider both our needs and interests. 7. We need to meet each other part of the way. 8. A compromise would be the best thing for both of us. 14. It is important that we're both happy with an agreement. - or none just the offers -

16 Cumulative percent agreement Coop Offers / Noncoop Words Coop Offers / Coop Words Coop Offers / No Words Noncoop Offers / Noncoop Words Noncoop Offers / Coop Words Noncoop Offers / No Words Rounds (time)

17 Highlight 5 Studies Study 1: impact of positive mood on information processing and facial gaze in negotiation. Positive mood can improve negotiation outcomes. Study 2: professional mediators know this Study 3: mood can impact reference points and concessions. Support for a hypothesis derived from Kahneman and Tversky's prospect theory. Study 4: Mixtures of strategy can be effective. In the impact of reactions to hostile talk, support for a contrast effect in words and actions (offers). Study 5: Impact of emotional attachment to the group on what is valued in negotiation...e.g., an emotional attachment to objects driven by group identity and cultural values.

18 impact of emotional attachment to property on valuation in negotiation: competing identities in the group endowment effect Participants: 176 students at Open University and Tel Aviv University in Israel Survey of attitudes: Group ownership: Building owned by an international hotel agency (Buy), or Israel s historical landmark division (Sell) Ingroup history association (Israeli) Outgroup history association (Palestinian)

19 Historically, this building is known for hosting the Palestinians first National Conference in 1919, in which the Palestinian leadership expressed their opposition to the Balfour Declaration. Historically, this building is known for hosting the twenty-third Zionist congress of 1951, which was the first congress to be held since the establishment of the State of Israel. The congress opened symbolically with a gathering at Zeev Binyamin Hertzl s grave nearby.

20 Price (millions of dollars) No Is raeli ID Israeli ID No Palestinian ID Palestinian ID With ingroup identity, property associated with an outgroup identity increases its value. With no ingroup identity, property associated with an outgroup identity decreases its value. A. Ledgerwood, I. Liviatan, & P.J. Carnevale (2007), Psychological Science

21 Coda negotiation is dynamic, complex, multiple processes, important emotion is important in negotiation Ginges, Atran, Medin, and Shikaki (2007, PNAS) suggest that mixing money with emotional issues can increase conflict. training programs for negotiators and mediators may benefit from understanding the underlying emotion dynamics