This paper studies the impact of negotiation slowdowns; i.e., unwanted delays; on negotiation processes and outcomes. Specifically, it predicts and finds that when negotiators with explicit pacing preferences encounter slowdowns, they often experience negative emotional responses and over-react behaviorally. Study 1 finds that when negotiators with pacing preferences to complete transactions quickly ("fast-paced") encounter slowdowns they perform worse than both (a) negotiators with pacing preferences to complete transactions slowly ("slow-paced") and (b) fast-paced negotiators who do not encounter delays. This under performance is significantly correlated with impatient emotional responses. Study 2 demonstrates that these emotional and behavioral reactions are unaffected by changes in actual monetary costs associated with delay. Thus, these results can not be explained economic considerations.

Co-author Gregory A. Janicik