Thinking Deep and Feeling Good : Cognitive Motivation and Positive Affect in Negotiations

This paper examines how cognitive motivation and positive affect influence outcome in integrative dyadic negotiations. The cognitive motivation and positive affect of sixty-four participants were measured prior to a simulated negotiation. Results showed both cognitive motivation and positive affect to be positively related to outcome. The effects interacted with role (seller or buyer) and differed across levels of analysis. We discuss these results and their implications for further research on cognition and affect in negotiations