With feeling: how emotions shape negotiation

Olekalns, Mara and Druckman, Daniel (2014) With feeling: how emotions shape negotiation. Negotiation Journal, 30 4: 455-478. doi:10.1111/nejo.12071

Author Olekalns, Mara
Druckman, Daniel
Title With feeling: how emotions shape negotiation
Journal name Negotiation Journal   Check publisher's open access policy
ISSN 0748-4526
Publication date 2014-10-01
Year available 2014
Sub-type Article (original research)
DOI 10.1111/nejo.12071
Open Access Status Not Open Access
Volume 30
Issue 4
Start page 455
End page 478
Total pages 24
Place of publication Malden, MA, United States
Publisher Wiley-Blackwell Publishing
Language eng
Abstract Recognition of the role played by emotions in negotiation is growing. This article synthesizes current research around four broad themes: moves and exchanges, information processing, social interaction, and context. The authors' review reveals that much of the research on this topic has focused on two key emotions, anger and happiness. More recently, negotiators have turned to other emotions such as guilt and disappointment, demonstrating that not all negative emotions have the same consequences, or activate the same regions of the brain. Focusing on social interaction, the authors note that negotiators may influence each others' emotions: whether negotiators converge to anger or happiness has different consequences for agreement. Researchers have broadened their examination of emotion by considering how external factors such as power, the number of negotiators, culture, and gender influence the impact of emotional expression. The authors also consider the function and impact of expressing authentic emotions, or choosing to use emotions strategically to gain an advantage — an issue that raises important ethical questions for negotiators. The article concludes with some practical implications of the research.
Keyword Negotiation
Expressions of emotion
Research approaches
Q-Index Code C1
Q-Index Status Confirmed Code
Institutional Status UQ

Document type: Journal Article
Sub-type: Article (original research)
Collections: Official 2015 Collection
School of Political Science and International Studies Publications
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