THE INTERPERSONAL EFFECT OF EMOTIONAL AMBIVALENCE IN NEGOTIATION: THE MODERATING ROLE OF ATTRIBUTION?
JIA WEN WONG
JIA WEN WONG
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Abstract
Complex emotions such as emotional ambivalence are widely felt but understudied as compared to single emotions. Emotional ambivalence has garnered substantial attention due to the controversies surrounding its usefulness in interpersonal interactions. Two studies examined the effect of perceived emotional ambivalence of a negotiation counterpart on the integrative behaviours of the perceiver, when mediated by perceived cognitive flexibility. The moderator, attribution, of perceived emotional ambivalence on perceived cognitive flexibility was investigated too. Overall, a moderated-mediation model was hypothesized. Study 1 used a hypothetical negotiation scenario to test the hypothesized model and examined the tendency for integrative behaviours by the perceiver. When emotional ambivalence of a negotiation counterpart was externally attributed, the ambivalent counterpart was perceived to be more cognitively flexible than a counterpart showing non-ambivalent emotion, which led to greater tendency for integrative behaviours by the perceiver. Hence, the moderated-mediation model was supported in Study 1. Study 2 used a scripted text-based negotiation paradigm to investigate the proposed model and actual integrative behaviours of the perceiver were examined. However, findings from Study 1 were not replicated. Theoretical implications and speculations were made for these findings, limitations of this research and future research directions were discussed too.
Keywords
Emotional ambivalence, Cognitive flexibility, Attribution, Integrative behaviours, Negotiation
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Date
2021-04-08
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Thesis