The Role of Affect in Negotiations

Abstract

This article analyzes the role that is played by affect in negotiations. I analyze the origins of affect and its implications for negotiation processes and outcomes. Negotiation may entail both positive and negative affect; in addition, the two kinds of affect may have positive as well as negative consequences. My analysis of the role played by affect occurs primarily at the level of the dyad; however, I do explore the impact of organizational context and its impact on the development of the negotiation process. Implications for future research are discussed.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 145 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.