Information Sharing in Negotiating Dyads: The Mediating Role of Fear
Tuncel, Ece
This item is only available for download by members of the University of Illinois community. Students, faculty, and staff at the U of I may log in with your NetID and password to view the item. If you are trying to access an Illinois-restricted dissertation or thesis, you can request a copy through your library's Inter-Library Loan office or purchase a copy directly from ProQuest.
Permalink
https://hdl.handle.net/2142/84570
Description
Title
Information Sharing in Negotiating Dyads: The Mediating Role of Fear
Author(s)
Tuncel, Ece
Issue Date
2008
Doctoral Committee Chair(s)
Leblebici, Huseyin
Department of Study
Business Administration
Discipline
Business Administration
Degree Granting Institution
University of Illinois at Urbana-Champaign
Degree Name
Ph.D.
Degree Level
Dissertation
Keyword(s)
Business Administration, Management
Language
eng
Abstract
In this dissertation, I examined how fear---an unpleasant feeling resulting from perceived threat---influenced individuals' information sharing in dyadic negotiations. I proposed that fear experienced during the negotiation would reduce information sharing. Furthermore, I examined the antecedents of fear experienced during the negotiation. I argued that certain aspects of the negotiation context such as individuals' expectancies about the partner's behaviors and the partner's behaviors would influence individuals' fear during the negotiation. I proposed that individuals would experience the highest level of fear when their partner behaves inconsistent with their expectancies. Finally, I maintained that individuals' use of emotion regulation---defined as the attempt to control emotional experience---would influence their fear through changing their goal-conduciveness and uncertainty appraisals. I proposed that individuals who use antecedent-focused emotion regulation would experience less fear than those who do not use any emotion regulation and who use response-focused emotion regulation; and these effects would be mediated by goal-conduciveness and uncertainty. I tested these hypotheses in two experimental studies. Experiment 1 demonstrated that fear experienced during the negotiation reduced individuals' information sharing with their partner. Furthermore, the negotiation context had a significant influence on fear such that individuals experienced the highest level of fear when they expected a cooperative partner, but encountered an individualistic partner. Additionally, Experiment 2 demonstrated that antecedent-focused emotion regulation was not more effective than response-focused emotion regulation and no emotion regulation in reducing fear. I discuss the potential implications of these findings and provide directions for future research.
Use this login method if you
don't
have an
@illinois.edu
email address.
(Oops, I do have one)
IDEALS migrated to a new platform on June 23, 2022. If you created
your account prior to this date, you will have to reset your password
using the forgot-password link below.
