The Role of Affect in Negotiations

Journal of Applied Behavioral Science, The - Tập 33 Số 1 - Trang 84-100 - 1997
Rajesh Kumar1
1Eindhoven Institute of Technology, The Netherlands

Tóm tắt

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.

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