Cisneros, I.F.J., Dorado, M.A., Medina, F.J. and Munduate, L., University Of Sevilla, Spain
The purpose of this study is to explore the relationships among substantive and relational effectiveness, facial expression of positive and negative emotions, sex and the use of conflict behaviors in negotiation. A sample of 43 managers took part in a computer-mediated negotiation episode. Facial expression was continuously videotaped during the negotiation. The FACES (Facial Expressions Coding System) was employed to code facial expressions of positive and negative emotions. In order to assess effectiveness, each interaction was rated by a couple of trained judges. Conflict behaviors were coded by six judges using a coding scheme with six behaviors (direct fighting, indirect fighting, problem solving, accomodating, avoiding and compromising) based on Van de Vliert and Euwema`s (1994) model. MANOVA was used for data analysis. Most relevant findings indicate that participants high in substantive effectiveness that expressed less negative emotions during the conflict episode, employed more accommodating behaviors. Participants high in substantive and in relational effectiveness engaged more in compromising behavior. Women that expressed more positive emotions used more accommodation, while women that expressed less negative emotions used more problem solving behaviors. Men that expressed less positively and less negatively employed more accommodating bahavior. These findings suggest the mediational role gender plays in emotional processes in conflict within organizations.