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STICKS AND STONES MAY BREAK BONES AND WORDS CAN HURT ME: WORDS AND PHRASES THAT TRIGGER EMOTIONS IN NEGOTIATIONS AND THEIR EFFECTS

Holly A. Schroth (University of California, Berkeley Haas School of Business, University of California, Berkeley, CA. (schroth@haas.berkeley.edu))
Jon Bain‐Chekal (University of California, Berkeley)
David F. Caldwell (Santa Clara University)

International Journal of Conflict Management

ISSN: 1044-4068

Article publication date: 1 February 2005

937

Abstract

The International Journal of Conflict Management 2005, Vol. 16, No. 2, pp. 102–127

Although there is clear evidence that particular words and phrases evoke emotional reactions, little research has explored these in the context of negotiations. In two studies, we identify words that trigger emotional responses in the other party in conflict‐laden negotiations and demonstrate how the perception of negotiators is affected by the use of those words. Words that elicit emotional responses are likely to increase the perception that the party using them is unfair but paradoxically increase the optimism of observers that the conflict will be successfully resolved. This effect is influenced by the gender of the observer.

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Citation

Schroth, H.A., Bain‐Chekal, J. and Caldwell, D.F. (2005), "STICKS AND STONES MAY BREAK BONES AND WORDS CAN HURT ME: WORDS AND PHRASES THAT TRIGGER EMOTIONS IN NEGOTIATIONS AND THEIR EFFECTS", International Journal of Conflict Management, Vol. 16 No. 2, pp. 102-127. https://doi.org/10.1108/eb022925

Publisher

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Emerald Group Publishing Limited

Copyright © 2005, Emerald Group Publishing Limited

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