Negotiators' Profit Predicted by Cognitive Reappraisal, Suppression of Emotions, Misrepresentation of Information, and Tolerance of Ambiguity

Abstract

This study examined the relationship between negative emotions and variables that affect negotiators' profit. Based on a simulated negotiation, this study induced emotions by providing negative feedback on how negotiating partners perceived and evaluated each other's behavior. Then relationships were examined between negative emotions and emotional regulation strategies, misrepresentation of information, tolerance of ambiguity, and negotiators' profit. A total of 228 undergraduate students enrolled in an economics course in the Faculty of Law and the Faculty of Management at a university in Ankara participated. There were 130 students in the experimental group and 98 students in the control group; 102 were men and 126 were women, ages 17 to 35 years ( M = 22.6 yr., SD = 2.3). A simulated negotiation process was used. Regression coefficients suggested positive relation between Emotional Reaction and the use of a Suppression strategy and Misrepresentation of Information. Negative coefficients were obtained from scores between Emotional Reaction and Cognitive Reappraisal and Tolerance of Ambiguity. The regression also suggested there were negative regression coefficients linking Misrepresentation of Information and Suppression strategies to Negotiators' Profit. Positive regression coefficients linked Tolerance of Ambiguity to Negotiators' Profit. Mediating variables explained 55% of variance in Negotiators' Profit; the majority (43%) was explained by Cognitive Reappraisal.