Strategic Emotion in Negotiation: Cognition, Emotion, and Culture
نویسندگان
چکیده
This chapter is an overview of research on emotion in negotiation that integrates cognitive, affective, and cultural aspects of the field. We address the following issues: (1) the effects of mood and emotion on negotiator cognition and performance and the potential of emotion as a negotiation strategy; (2) individual differences in emotional expression and individual traits, such as self-monitoring and emotional intelligence, that impact on the use of strategic emotion; and (3) cultural influences on negotiation and on emotional experience and expression.
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