How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1 participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry...

Two experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, Ss received information about the opponent's emotion (anger, happiness, or none). Consistent with prior...

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...