Abstract
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.
Published Version
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
