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Full-Text Articles in Business
Gender, Emotional Displays And Negotiation Outcomes, Horacio Arruda Falcao Filho
Gender, Emotional Displays And Negotiation Outcomes, Horacio Arruda Falcao Filho
Dissertations and Theses Collection (Open Access)
This paper examined whether positive and negative emotional displays influenced negotiation outcomes (value creation and claiming) differentially for female and male negotiators. Also considered was how negotiation dyad gender composition might affect value creation and claiming. I examined recordings from a negotiation exercise (N = 194). Results revealed that when females expressed negative emotions significantly reduced value claiming on the part of those female negotiators. However, the effects of expressing positive emotions on negotiation outcomes did not vary by negotiator gender. The findings suggest that female negotiators do not need to be positive but only need not be negative to …
Integrated Crisis Mapping: Towards A Publics-Based, Emotion-Driven Conceptualization In Crisis Communication, Yan Jin, Augustine Pang, Glen T. Cameron
Integrated Crisis Mapping: Towards A Publics-Based, Emotion-Driven Conceptualization In Crisis Communication, Yan Jin, Augustine Pang, Glen T. Cameron
Research Collection Lee Kong Chian School Of Business
Extending current situation-based conceptualizations of crisis response, this paper develops a more generic and systemic approach tounderstanding the role of emotions in crisis situations. Taking an integrated approach, the authors propose a public-based, emotion-drivenperspective to crisis communication modeling, mapping different crisistypes, and underpinning them with two continua, the organization’s involvement with the crisis issue and primary public’s coping strategy. Thepaper further argues that the appropriate crisis response and tools tomanage a crisis should address the full range of emotions for optimal effectiveness at both strategic and tactical levels.