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The Journal of Applied Behavioral Science
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The Role of Affect in Negotiations

An Integrative Overview

Rajesh Kumar

Eindhoven Institute of Technology, The Netherlands

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.

The Journal of Applied Behavioral Science, Vol. 33, No. 1, 84-100 (1997)
DOI: 10.1177/0021886397331007
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