Add to ORKGAbstract. This chapter is an overview of research on emotion in negotiation that integrates cognitive, affective, and cultural aspects of the field. We address the following issues: (1) the effects of mood and emotion on negotiator cognition and performance and the potential of emotion as a negotiation strategy; (2) individual differences in emotional expression and individual traits, such as self-monitoring and emotional intelligence, that impact on the use of strategic emotion; and (3
Conflict is an emotional enterprise. We provide an integrative synthesis of theory and research on e...
103 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 2009.This dissertation links emoti...
The article analyzes the expression of emotions and their management in negotiations in the aspect o...
In this article, we discuss the ways in which emotions influence the course of negotiation. Emotions...
Recognition of the role played by emotions in negotiation is growing. This article synthesizes curre...
Recognition of the role played by emotions in negotiation is growing. This article synthesizes curre...
Within the last two decades, the affective component of negotiation has attracted increasing attenti...
This dissertation examines whether personality, intelligence and emotions influence negotiation outc...
Negotiation is one of the most critical processes that determine organizational performance. Since t...
The purpose of two described experiments was to examine whether emotional intelligence influences th...
This paper focuses on the interactive effects of power and emotion in negotiation. Previous research...
This study examines the effects of performance feedback on negotiator emotions, interpersonal influ...
This research employed two studies to examine how cultural values and norms influence the effectiven...
This research employed two studies to examine how cultural values and norms influence the effectiven...
Negotiators often fail to reach integrative ("win-win") agreements because they think that their own...
Conflict is an emotional enterprise. We provide an integrative synthesis of theory and research on e...
103 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 2009.This dissertation links emoti...
The article analyzes the expression of emotions and their management in negotiations in the aspect o...
In this article, we discuss the ways in which emotions influence the course of negotiation. Emotions...
Recognition of the role played by emotions in negotiation is growing. This article synthesizes curre...
Recognition of the role played by emotions in negotiation is growing. This article synthesizes curre...
Within the last two decades, the affective component of negotiation has attracted increasing attenti...
This dissertation examines whether personality, intelligence and emotions influence negotiation outc...
Negotiation is one of the most critical processes that determine organizational performance. Since t...
The purpose of two described experiments was to examine whether emotional intelligence influences th...
This paper focuses on the interactive effects of power and emotion in negotiation. Previous research...
This study examines the effects of performance feedback on negotiator emotions, interpersonal influ...
This research employed two studies to examine how cultural values and norms influence the effectiven...
This research employed two studies to examine how cultural values and norms influence the effectiven...
Negotiators often fail to reach integrative ("win-win") agreements because they think that their own...
Conflict is an emotional enterprise. We provide an integrative synthesis of theory and research on e...
103 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 2009.This dissertation links emoti...
The article analyzes the expression of emotions and their management in negotiations in the aspect o...