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Is stress good for negotiation outcomes? The moderating effect of social value orientation

Jimena Y. Ramirez-Marin (Department of People, Organization and Negotiation, IESEG School of Management, Lille, France and LEM-CNRS 9221, Lille, France)
Adrian Barragan Diaz (Department of People, Organization and Negotiation, IESEG School of Management, Lille, France)
Sinem Acar-Burkay (Department of Business, Marketing and Law, USN School of Business, University of South-Eastern Norway, Ringerike, Norway)

International Journal of Conflict Management

ISSN: 1044-4068

Article publication date: 10 December 2020

Issue publication date: 25 May 2021

307

Abstract

Purpose

Negotiations are often conducted under stress. Previous studies show that stress can help or hurt negotiation outcomes. This study suggests that individual differences explain these effects, and the purpose of this study is to examine the effect of social value orientation (SVO) and stress on negotiation outcomes.

Design/methodology/approach

Two experimental studies and a pilot investigate the influence of stress and SVO (prosocial vs proself) on negotiation offers and outcomes. The authors’ studies are grounded on social interdependence theory and arousal literatures to explain the effects of stress on negotiation.

Findings

Stress has a positive influence on integrative offers (S1) and joint outcomes (S2). SVO moderates the effect of stress on joint negotiation outcomes (S2), such that, under stress, prosocials fare better than proselfs.

Research limitations/implications

Managers negotiating under stress should pay attention to their own as well as the others’ SVOs. Managers could also build their negotiation teams considering this individual difference and favor the presence of prosocials in stressful negotiations.

Practical implications

The findings have practical implications for managers who are under stress on a daily basis.

Social implications

This research contributes to managers that need to understand how to reach integrative agreements under stress. This is especially important when negotiators are representatives of employees or companies, as the outcomes can affect many individuals.

Originality/value

To the best of the authors’ knowledge, this is the first study examining the relationship between stress, SVO and negotiation offers and outcomes.

Keywords

Acknowledgements

The authors would like to acknowledge the master student Ting Yi for her help on data collection. The authors would like thank the members of IESEG Center on Negotiation who provided valuable feedback in early stages of this work.

Citation

Ramirez-Marin, J.Y., Barragan Diaz, A. and Acar-Burkay, S. (2021), "Is stress good for negotiation outcomes? The moderating effect of social value orientation", International Journal of Conflict Management, Vol. 32 No. 3, pp. 407-421. https://doi.org/10.1108/IJCMA-04-2020-0063

Publisher

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Emerald Publishing Limited

Copyright © 2020, Emerald Publishing Limited

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