journal article Mar 01, 1997

The Role of Affect in Negotiations

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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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Cited By
119
Journal of Management Development
British Journal of Management
International Journal of Conflict M...
Metrics
119
Citations
79
References
Details
Published
Mar 01, 1997
Vol/Issue
33(1)
Pages
84-100
License
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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
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