The Relationship between Conflict Expression Tendencies and Subjective Value in Negotiation

Abstract: This research examines how four conflict expression tendencies (CETs), which differ in directness and oppositional intensity, influence negotiators’ subjective value (SV) obtained from the negotiation. The study analyzes 377 observations from 186 MBA students across three negotiation role-plays. Results largely supported hypotheses. Negotiators who reported their group engaged in more Debate and less Arguing during conflict experienced higher SV, especially for the process and their relationship with the other party. Indirect expressions yielded more nuanced results. Vague or ambiguous CETs (i.e., Disguise, an indirect, low oppositional CET), only reduced negotiators’ self-satisfaction. Finally, Subversive CETs had differing effects depending on subversive subtype. While Dismissive and Complaining CETs reduced negotiator SV, Teasing (making jokes at others’ expense) surprisingly increased it. These findings shed light on a previously overlooked aspect of negotiation dynamics: how the method of communicating opposition impacts negotiators’ feelings regarding instrumental outcomes, themselves, the process, and their counterparts.

Keywords: Negotiation, Conflict, Conflict Expression, Subjective Value