The Role of Affect in Negotiations

Rajesh Kumar

doi:10.1177/0021886397331007

journal article Mar 01, 1997

The Role of Affect in Negotiations

Rajesh Kumar

The Journal of Applied Behavioral Science Vol. 33 No. 1 pp. 84-100 · SAGE Publications

View at Publisher Save 10.1177/0021886397331007

Abstract

This article analyzes the role that is played by affect in negotiations. I analyze the origins of affect and its implications for negotiation processes and outcomes. Negotiation may entail both positive and negative affect; in addition, the two kinds of affect may have positive as well as negative consequences. My analysis of the role played by affect occurs primarily at the level of the dyad; however, I do explore the impact of organizational context and its impact on the development of the negotiation process. Implications for future research are discussed.

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Metrics

119

Citations

79

References

Details

Published: Mar 01, 1997
Vol/Issue: 33(1)
Pages: 84-100
License: View

Authors

R

Rajesh Kumar

Eindhoven Institute of Technology, The Netherlands

Cite This Article

Rajesh Kumar (1997). The Role of Affect in Negotiations. The Journal of Applied Behavioral Science, 33(1), 84-100. https://doi.org/10.1177/0021886397331007

The Role of Affect in Negotiations

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