Handbook of Research on Negotiation
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Handbook of Research on Negotiation

Edited by Mara Olekalns and Wendi L. Adair

Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators’ cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.
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Chapter 5: The demise of the ‘rational’ negotiator: emotional forces in conflict and negotiation

Gerben A. Van Kleef and Marwan Sinaceur


Conflict is a natural fact of life. Whether we focus on interactions between individuals, groups, organizations, or nations—conflicts are omnipresent (Pruitt and Carnevale, 1993). Often, the divergent interests that lie at the heart of conflict give rise to intense emotions, which may in turn strongly influence conflict development (Barry and Oliver, 1996; Morris and Keltner, 2000; Van Kleef et al., 2008). This means that attempts at reconciling such divergent interests through negotiation are also likely to be pervaded by emotions. In this chapter we review the state of the art of theory and research on the role of emotions in negotiation. The first part of the chapter is devoted to a review of influential theorizing and research, which is organized according to a distinction between intrapersonal effects of emotional experiences and interpersonal effects of emotional expressions. In the second part of the chapter we identify important caveats in the current knowledge and outline several avenues for future research.

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