How Expressing Disappointment Impacts Offers in Negotiations

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April 7, 2016

How Expressing Disappointment Impacts Offers in Negotiations

By PON Staff on April 7, 2016

Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she makes? Professor Gert-Jan Lelieveld of Leiden University and his colleagues considered this question in a recent study. In four experiments, college students were assigned to play a simple negotiating game with an opponent. Before playing the game, the students answered general questions about their approach to bargaining, such as how important they considered their own outcomes to be. The (fictional, unbeknown to the students) counterpart expressed either disappointment or anger in response to the students’ answers.

Across the experiments, the students viewed counterparts’ apparent ...

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