메뉴 건너뛰기




Volumn 17, Issue 1, 2008, Pages 97-105

Negotiator affect: The state of the art (and the science)

Author keywords

Affect; Bargaining; Cognition; Emotion; Mood; Negotiation

Indexed keywords


EID: 36749019567     PISSN: 09262644     EISSN: 15729907     Source Type: Journal    
DOI: 10.1007/s10726-007-9086-6     Document Type: Article
Times cited : (36)

References (39)
  • 1
    • 0002766026 scopus 로고    scopus 로고
    • Anger and retaliation: Toward an understanding of impassioned conflict in organizations
    • Bies RJ, Lewicki RJ, Sheppard BH (eds). JAI Press, Stamford, CT
    • Allred KG (1999) Anger and retaliation: toward an understanding of impassioned conflict in organizations. In : Bies RJ, Lewicki RJ, Sheppard BH (eds) Research on negotiation in organizations vol. 7. JAI Press, Stamford, CT, pp. 27-58
    • (1999) Research on Negotiation in Organizations , vol.7 , pp. 27-58
    • Allred, K.G.1
  • 3
    • 85032070023 scopus 로고
    • Environmentally induced positive affect: Its impact on self-efficacy, task performance, negotiation, and conflict
    • Baron RA (1990). Environmentally induced positive affect: its impact on self-efficacy, task performance, negotiation and conflict. J Appl Soc Psychol 20: 368-384
    • (1990) J Appl Soc Psychol , vol.20 , pp. 368-384
    • Baron, R.A.1
  • 5
    • 36749100845 scopus 로고    scopus 로고
    • Methodological challenges in the study of negotiator affect
    • Barry B and Fulmer IS (2005). Methodological challenges in the study of negotiator affect. Int Negotiation 9: 485-502
    • (2005) Int Negotiation , vol.9 , pp. 485-502
    • Barry, B.1    Fulmer, I.S.2
  • 6
    • 36749011221 scopus 로고    scopus 로고
    • Bargaining with feeling: Emotionality in and around negotiation
    • Psychology Press New York
    • Barry B, Fulmer IS and Goates N (2006). Bargaining with feeling: emotionality in and around negotiation. In: Thompson, LL (eds) Negotiation theory and research, pp 99-127. Psychology Press, New York
    • (2006) Negotiation Theory and Research , pp. 99-127
    • Barry, B.1    Fulmer, I.S.2    Goates, N.3    Thompson, L.L.4
  • 8
    • 0030210981 scopus 로고    scopus 로고
    • Affect in dyadic negotiation: A model and propositions
    • Barry B and Oliver RL (1996). Affect in dyadic negotiation: a model and propositions. Organ Behav Hum Dec Process 67: 127-143
    • (1996) Organ Behav Hum Dec Process , vol.67 , pp. 127-143
    • Barry, B.1    Oliver, R.L.2
  • 12
    • 0002344975 scopus 로고
    • The influence of positive affect and visual access on the discovery of integrative solutions in Bilateral negotiation
    • Carnevale P and Isen AM (1986). The influence of positive affect and visual access on the discovery of integrative solutions in Bilateral negotiation. Organ Behav Hum Perform 37: 1-13
    • (1986) Organ Behav Hum Perform , vol.37 , pp. 1-13
    • Carnevale, P.1    Isen, A.M.2
  • 14
    • 77957087827 scopus 로고
    • Affect in social judgments and decisions: A multiprocess model
    • Forgas JP (1992). Affect in social judgments and decisions: a multiprocess model. Adv Exper Soc Psychol 25: 227-275
    • (1992) Adv Exper Soc Psychol , vol.25 , pp. 227-275
    • Forgas, J.P.1
  • 15
    • 1842659028 scopus 로고    scopus 로고
    • The positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputes
    • Friedman R, Anderson C, Brett J, Olekalns M, Goates N and Lisco CC (2004). The positive and negative effects of anger on dispute resolution: evidence from electronically mediated disputes. J Appl Psychol 89: 369-376
    • (2004) J Appl Psychol , vol.89 , pp. 369-376
    • Friedman, R.1    Anderson, C.2    Brett, J.3    Olekalns, M.4    Goates, N.5    Lisco, C.C.6
  • 16
    • 0042050451 scopus 로고
    • Personality, affect, and behavior in groups
    • George JM (1990). Personality, affect and behavior in groups. J Appl Psychol 75: 107-116
    • (1990) J Appl Psychol , vol.75 , pp. 107-116
    • George, J.M.1
  • 17
    • 0001376349 scopus 로고    scopus 로고
    • The emerging field of emotion regulation: An integrative review
    • Gross JJ (1998). The emerging field of emotion regulation: an integrative review. Rev General Psychol 2: 271-299
    • (1998) Rev General Psychol , vol.2 , pp. 271-299
    • Gross, J.J.1
  • 18
    • 77957092376 scopus 로고
    • Positive affect, cognitive processes and social behavior
    • Isen AM (1987). Positive affect, cognitive processes and social behavior. Adv Exper Soc Psychol 20: 203-253
    • (1987) Adv Exper Soc Psychol , vol.20 , pp. 203-253
    • Isen, A.M.1
  • 20
    • 0000125532 scopus 로고
    • Prospect theory: An analysis of decision under risk
    • Kahneman D and Tversky A (1979). Prospect theory: an analysis of decision under risk. Econometrica 47: 263-291
    • (1979) Econometrica , vol.47 , pp. 263-291
    • Kahneman, D.1    Tversky, A.2
  • 21
    • 0000134246 scopus 로고    scopus 로고
    • Social functions of emotions at four levels of analysis
    • Keltner D and Haidt J (1999). Social functions of emotions at four levels of analysis. Cognition Emotion 13: 505-521
    • (1999) Cognition Emotion , vol.13 , pp. 505-521
    • Keltner, D.1    Haidt, J.2
  • 22
    • 30044440648 scopus 로고    scopus 로고
    • The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations
    • Kopelman S, Rosette AS and Thompson L (2006). The three faces of Eve: strategic displays of positive, negative, and neutral emotions in negotiations. Organ Behav Hum Dec Processes 99: 81-101
    • (2006) Organ Behav Hum Dec Processes , vol.99 , pp. 81-101
    • Kopelman, S.1    Rosette, A.S.2    Thompson, L.3
  • 23
    • 38249001062 scopus 로고
    • Self-enhancement biases and negotiator judgment: Effects of self-esteem and mood
    • Kramer RM, Newton E and Pommerenke PL (1993). Self-enhancement biases and negotiator judgment: effects of self-esteem and mood. Organ Behav Hum Dec Processes 56: 110-133
    • (1993) Organ Behav Hum Dec Processes , vol.56 , pp. 110-133
    • Kramer, R.M.1    Newton, E.2    Pommerenke, P.L.3
  • 26
    • 36749009580 scopus 로고
    • Beyond good and evil
    • section 117, cited in the Columbia World of Quotations, Columbia University Press
    • Nietzsche F (1886/1996) Beyond Good and Evil, "Fourth Part: Maxims and Interludes," section 117, cited in the Columbia World of Quotations, Columbia University Press (http://www.bartleby.com/66/8/41508.html)
    • (1886) Fourth Part: Maxims and Interludes
    • Nietzsche, F.1
  • 27
    • 28444440697 scopus 로고    scopus 로고
    • Emotions in social psychology: Volume overview
    • Psychology Press Philadelphia
    • Parrott WG (2001). Emotions in social psychology: volume overview. In: Parrott, WG (eds) Emotions in social psychology., pp 1-19. Psychology Press, Philadelphia
    • (2001) Emotions in Social Psychology. , pp. 1-19
    • Parrott, W.G.1    Parrott, W.G.2
  • 28
    • 0038159171 scopus 로고    scopus 로고
    • Unfairness, anger, and spite: Emotional rejections of ultimatum offers
    • Pillutla MM and Murnighan JK (1996). Unfairness, anger and spite: emotional rejections of ultimatum offers. Organ Behav Hum Dec Processes 68: 1208-1224
    • (1996) Organ Behav Hum Dec Processes , vol.68 , pp. 1208-1224
    • Pillutla, M.M.1    Murnighan, J.K.2
  • 29
    • 33645940631 scopus 로고    scopus 로고
    • Get mad and get more than even: When and why anger expression is effective in negotiations
    • Sinaceur M and Tiedens LZ (2006). Get mad and get more than even: when and why anger expression is effective in negotiations. J Exp Soc Psychol 42: 314-322
    • (2006) J Exp Soc Psychol , vol.42 , pp. 314-322
    • Sinaceur, M.1    Tiedens, L.Z.2
  • 36
    • 7444262819 scopus 로고    scopus 로고
    • The interpersonal effects of emotions in negotiations: A motivated information processing approach
    • Van Kleef GA, De Dreu CKW and Manstead ASR (2004b). The interpersonal effects of emotions in negotiations: a motivated information processing approach. J Pers Soc Psychol 87: 510-528
    • (2004) J Pers Soc Psychol , vol.87 , pp. 510-528
    • Van Kleef, G.A.1    De Dreu, C.K.W.2    Manstead, A.S.R.3
  • 37
    • 33746653893 scopus 로고    scopus 로고
    • Power and emotion in negotiations: Power moderates the interpersonal effects of anger and happiness on concession making
    • Van Kleef GA, De Dreu CKW, Pietroni D and Manstead ASR (2006). Power and emotion in negotiations: power moderates the interpersonal effects of anger and happiness on concession making. Eur J Soc Psychol 36: 557-581
    • (2006) Eur J Soc Psychol , vol.36 , pp. 557-581
    • Van Kleef, G.A.1    De Dreu, C.K.W.2    Pietroni, D.3    Manstead, A.S.R.4
  • 38
    • 0001492908 scopus 로고
    • Once more, with feeling: Reconsidering the role of emotion in work
    • Thousand Oaks CA
    • Waldron VR (1994). Once more, with feeling: reconsidering the role of emotion in work. In: Deetz, SA (eds) Communication Yearbook 17 Sage, pp 388-416. Thousand Oaks, CA
    • (1994) Communication Yearbook 17 Sage , pp. 388-416
    • Waldron, V.R.1    Deetz, S.A.2
  • 39
    • 0024023344 scopus 로고
    • Development and validation of brief measures of positive and negative affect: The PANAS scales
    • Watson D, Clark LA and Tellegen A (1988). Development and validation of brief measures of positive and negative affect: the PANAS scales. J Pers Soc Psychol 54: 1063-1070
    • (1988) J Pers Soc Psychol , vol.54 , pp. 1063-1070
    • Watson, D.1    Clark, L.A.2    Tellegen, A.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.