Operations, Information and Decisions Papers

Document Type

Journal Article

Date of this Version

5-2011

Publication Source

Organizational Behavior and Human Decision Processes

Volume

115

Issue

1

Start Page

43

Last Page

54

DOI

10.1016/j.obhdp.2011.01.008

Abstract

Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to negotiators experiencing neutral feelings, negotiators who feel anxious expect lower outcomes, make lower first offers, respond more quickly to offers, exit bargaining situations earlier, and ultimately obtain worse outcomes. The relationship between anxiety and negotiator behavior is moderated by negotiator self-efficacy; high self-efficacy mitigates the harmful effects of anxiety.

Keywords

Anxiety, negotiation, bargaining, emotion, self-efficacy, continuous shrinking-pie game

 

Date Posted: 27 November 2017

This document has been peer reviewed.