Intro -- CONTENTS -- Contributors -- Methods of Negotiation Research: Introduction --- PETER J. CARNEVALE and CARSTEN K.W. DE DREU -- Methods of Negotiation Research II --- PETER J. CARNEVALE and CARSTEN K.W. DE DREU -- The Joys of Field Research --- JAMES A. WALL, JR. -- How Much Do We Know...

In three experiments, we examined how people negotiate on behalf of a constituency in which opposing factions send different signals. Participants negotiated as sellers on behalf of a group consisting of factions that favored either a cooperative or a competitive negotiation. Experiment 1 (N =...

In two experiments we investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...

This paper reviews the current state of research on the interpersonal effects of emotions in conflict and negotiation. The review shows that a great variety of emotions, such as anger, happiness, guilt, regret, disappointment, and worry, have pervasive effects on negotiation behavior and...