How Negotiator’s Emotion Impact the Negotiation Outcomes in Business Negotiation Process?

Qianyu Yang

doi:10.2991/978-94-6463-642-0_9

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How Negotiator’s Emotion Impact the Negotiation Outcomes in Business Negotiation Process?

Authors

Qianyu Yang¹^{, *}

¹New York University, New York, 10012, NY, USA

^*Corresponding author. Email: qy1002@nyu.edu

Corresponding Author

Qianyu Yang

Available Online 24 January 2025.

DOI: 10.2991/978-94-6463-642-0_9 How to use a DOI?
Keywords: Consumer Behaviour; Emotional Impact; Negotiator Emotions; Business Negotiation Psychology
Abstract: This research aims to elucidate the impact of negotiator emotions on negotiation outcomes within business contexts. Addressing a gap in empirical research, it investigates the inconsistent results regarding the effects of negative emotions, which may sometimes lead to positive outcomes contrary to common expectations. Utilizing a quantitative research approach, the study employs regression analysis to examine the relationships between various emotions and negotiation outcomes. The findings indicate that emotions significantly influence the negotiation process, with both positive and negative emotions potentially yielding unexpected results. This research contributes to a deeper understanding of the nuanced role emotions play in business negotiations, providing valuable insights for negotiators aiming to optimize their strategies.
Copyright: © 2025 The Author(s)
Open Access: Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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Volume Title: Proceedings of 2024 6th International Conference on Economic Management and Cultural Industry (ICEMCI 2024)
Series: Advances in Economics, Business and Management Research
Publication Date: 24 January 2025
ISBN: 978-94-6463-642-0
ISSN: 2352-5428
DOI: 10.2991/978-94-6463-642-0_9 How to use a DOI?
Open Access: Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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ris enw bib

TY  - CONF
AU  - Qianyu Yang
PY  - 2025
DA  - 2025/01/24
TI  - How Negotiator’s Emotion Impact the Negotiation Outcomes in Business Negotiation Process?
BT  - Proceedings of 2024 6th International Conference on Economic Management and Cultural Industry (ICEMCI 2024)
PB  - Atlantis Press
SP  - 87
EP  - 96
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-642-0_9
DO  - 10.2991/978-94-6463-642-0_9
ID  - Yang2025
ER  -

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