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  1. Group Decision and Negotiation
  2. Group Decision and Negotiation : Volume 17
  3. Group Decision and Negotiation : Volume 17, Issue 1, January 2008
  4. Emotions in negotiation
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Group Decision and Negotiation : Volume 26
Group Decision and Negotiation : Volume 25
Group Decision and Negotiation : Volume 24
Group Decision and Negotiation : Volume 23
Group Decision and Negotiation : Volume 22
Group Decision and Negotiation : Volume 21
Group Decision and Negotiation : Volume 20
Group Decision and Negotiation : Volume 19
Group Decision and Negotiation : Volume 18
Group Decision and Negotiation : Volume 17
Group Decision and Negotiation : Volume 17, Issue 6, November 2008
Group Decision and Negotiation : Volume 17, Issue 5, September 2008
Group Decision and Negotiation : Volume 17, Issue 4, July 2008
Group Decision and Negotiation : Volume 17, Issue 3, May 2008
Group Decision and Negotiation : Volume 17, Issue 2, March 2008
Group Decision and Negotiation : Volume 17, Issue 1, January 2008
Emotions in negotiation
Anger in social conflict: Cross-situational comparisons and suggestions for the future
Response modes in negotiation
Positive affect and decision frame in negotiation
Cultural variation in response to strategic emotions in negotiations
Effects of warm-heartedness and reward distribution on negotiation
Negotiator affect: the state of the art (and the science)
Group Decision and Negotiation : Volume 16
Group Decision and Negotiation : Volume 15
Group Decision and Negotiation : Volume 14
Group Decision and Negotiation : Volume 13
Group Decision and Negotiation : Volume 12
Group Decision and Negotiation : Volume 11
Group Decision and Negotiation : Volume 10
Group Decision and Negotiation : Volume 9
Group Decision and Negotiation : Volume 8
Group Decision and Negotiation : Volume 7
Group Decision and Negotiation : Volume 6

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Emotions in negotiation

Content Provider Springer Nature Link
Author Druckman, Daniel Olekalns, Mara
Copyright Year 2007
Abstract In this article, we discuss the ways in which emotions influence the course of negotiation. Emotions play a role in the development of relationships among negotiators; they also facilitate or hinder coordination of strategic exchanges. These functions highlight an interplay between information-processing and emotional expressions: intentions are inferred from statements made and nonverbal gestures sent. They are understood as part of an expression game that emphasizes interaction dynamics. They are also understood in terms of the organizational contexts surrounding negotiation. These are some of the themes that surface in the articles contributed to this special issue. An overview of the articles calls attention to key points but also expands on the themes suggested by the authors. The work reported in this issue provides a basis for a continuing research agenda on emotions in negotiation.
Starting Page 1
Ending Page 11
Page Count 11
File Format PDF
ISSN 09262644
Journal Group Decision and Negotiation
Volume Number 17
Issue Number 1
e-ISSN 15729907
Language English
Publisher Springer Netherlands
Publisher Date 2007-07-04
Publisher Place Dordrecht
Access Restriction One Nation One Subscription (ONOS)
Subject Keyword Emotions Experimentation Expression games Information-processing Intentions Negotiation Social Sciences Operations Research/Decision Theory
Content Type Text
Resource Type Article
Subject Arts and Humanities Strategy and Management Social Sciences Management of Technology and Innovation Decision Sciences
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