Negotiator affect: the state of the art (and the science)

Abstract

Negotiation, once regarded by researchers as essentially a cognitive process through which parties with non-identical preferences allocate resources through joint decision making, is now understood to have a significant affective component. I discuss in this essay the evolution of research exploring the role of affect in negotiation, consider the interplay of affect and cognition that underlies the papers in this issue, and comment on methodological developments and challenges in the study of negotiator affect. Attention to the role of affect is no longer a peripheral pursuit in negotiation research, but it does remain an elusive one.

Estrategias de manejo de conflicto en clave emocional

“…Es por esto que, al igual que se ha señalado en otras investigaciones (p.e., Barry, 2008;Montes, Rodríguez y Serrano, 2012), se espera que la preferencia por las estrategias de manejo de conflictos pueda predecirse mejor a partir del perfil emocional completo de los sujetos, incluyendo paralelamente medidas de emociones y estados de ánimo positivos y negativos. De modo que también se hipotetiza que por cada estrategia de resolución de conflictos exista un perfil diferente de afecto positivo-afecto negativo.…”

Gaming Emotions in Social Interactions

“…Surprisingly, there is little empirical evidence to simultaneously examine (a) the extent to which individuals willfully modify the expression of a given emotional state during a social interaction in an attempt to increase their financial wellbeing, and (b) whether such a deliberate strategy actually influences the outcome of the interaction. For instance, in a comprehensive review of the affect and negotiation literature, Barry (2008) notes, "…it is sufficiently easy to present experimental participants with manipulations of 'tactical' emotion, but not so easy to study how negotiators actually use emotion tactically. In other words, we can explore how individuals respond to emotional gambits with conventional methods (as Kopelman et al 2006 have), but not necessarily how individuals themselves choose to engage and deploy emotions strategically" (p.…”

Anticipating Happiness in a Future Negotiation: Anticipated Happiness, Propensity to Initiate a Negotiation, and Individual Outcomes

“…They can guide judgment and decision making and motivate information processing and behavior (Peters, Västfjäll, Gärling, & Slovic, 2006). Negotiations are one such judgment and decision‐making process (Bazerman & Carroll, 1987; Neale & Bazerman, 1985; Thompson, 1990; Thompson & Hastie, 1990), which is infused with emotions (Barry, 2008; Barry & Oliver, 1996; Druckman & Olekalns, 2008). The majority of negotiation research on emotions has focused on examining the effects of experienced or immediate emotions.…”