You are Doing Great! The Interpersonal Effect of Positive Emotions in Integrative Bargaining
7 Pages Posted: 25 Jun 2011
Date Written: June 25, 2011
Being happy helps the negotiator who has to carry out an integrative negotiation. If his counterpart is happy, two alternative situations may occur. The emotional contagion hypothesis predicts that the negotiator will adopt his counterpart’s happiness, and as a consequence he will do well. Alternatively, the positive emotions of the counterpart can be seen as a signal indicating room for a higher personal gain, which would yield a lower joined gain in the integrative negotiation.
An experimental study was carried out to investigate the effect of happiness at the intra- and inter-personal level in a computer-mediated integrative negotiation task. The study showed that enhancing intra-personal happiness facilitates finding integrative solutions. It also leads to higher personal and joined gains. These higher gains were also found at the interpersonal level, although it was unsure to what extent these results could be explained by the opponents’ positive emotions. These results and alternative explanations will be discussed.
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