This paper adopts a positive organizational scholarship lens to examine negotiation theory. Whether focusing on cognitive or social processes, the basic assumptions of most negotiation research are drawn from social exchange theory (Blau, 1964; Emerson, 1976; Homans, 1958; Thibaut & Kelley, 1959), which...

Adopting a theoretical model of expertise, this paper integrates the nascent literature on emotion in negotiation with the learning sciences literature to suggest how emotion management expertise can be developed. Emotion management expertise requires a negotiator to develop heightened...

This research examined how culture influences the effectiveness of the strategic displays of emotions in negotiations.We predicted that in cross-cultural negotiation settings, East Asian negotiators who highly regarded cultural values that are consistent with communicating respect as humility...

This chapter extends research on strategic display of emotions (Kopelman, Rosette, & Thompson, 2006) and investigates how negotiators can optimize both relational and economic outcomes through strategic response to displayed emotions. First, we consider what information can be gained from...