The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation

@inproceedings{Sinaceur2013TheAO,
  title={The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation},
  author={Marwan Sinaceur and Hajo Adam and Gerben Alexander Van Kleef and Adam D. Galinsky},
  year={2013}
}
Integrating recent work on emotional communication with social science theories on unpredictability, we investigated whether communicating emotional inconsistency and unpredictability would affect recipients' concession-making in negotiation. We hypothesized that emotional inconsistency and unpredictability would increase recipients' concessions by making recipients feel less control over the outcome. In Experiment 1, dyads negotiated face-to-face after one negotiator within each dyad expressed… CONTINUE READING