To Show or Not to Show: Intrapersonal Effects of Emotion Suppression in Dyadic Negotiation

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.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Business Administration

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2015

Author dc:creator

• Wang, Lu

Contributors dc:contributor

• Greg Northcraft

• Speech Communication

Language dc:language

eng

Identifier

(MiAaPQ)AAI3395529

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/84576