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Cited by 759Conflict Management and NegotiationSocial Power and Status DynamicsDecision-Making and Behavioral Economics

The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation

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Carnevale, Peter J.D, Isen, Alice M·1986·Organizational Behavior and Human Decision Processes
DOI 10.1016/0749-5978(86)90041-5
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  • During business negotiations, people in a positive mood are more likely to listen to arguments, consider them, and compromise for a mutually desirable outcome, whereas people in neutral states more often end without agreement.

    “during business negotiations, people in a positive mood are more likely to listen to arguments, carefully consider them, and compromise to obtain a desirable outcome for both parties, whereas people in more neutral states were more likely to end the bargaining period without agreement (Carnevale & Isen, 1986).”

    From Psychological flexibility as a fundamental aspect of health (2010) · cites this paper as Carnevale & Isen, 1986

    The Outcome of the Negotiation section (page unavailable) reports higher joint outcomes for negotiators in the positive-affect condition, especially when they could see one another. The Verbal Process Measures section reports more cooperative tactics and priority-information exchange in that face-to-face condition, but does not establish that participants listened to and carefully considered arguments. The paper distinguishes mutually beneficial integrative solutions from compromise and does not report that control-condition negotiators more often ended without agreement. (LLM, conf=0.88)

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Research works printed but not linked: 2

  1. Isen, A. M. (1983). The inf7uence of positive affect on cognitive organization. Paper pre- sented at the Stanford Conference on Aptitude, Learning, and Instruction: Affective and Cognitive Processes.
  2. Pruitt, D. G. (1981). Negotiation behavior. New York: Academic Press.

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Authors
Carnevale, P. J. D., & Isen, A. M.
Affiliations
  • University of Iowa (US)
  • University of Michigan (US)
Corresponding author
Carnevale, Peter J.D
Venue
Organizational Behavior and Human Decision Processes
Publisher
Elsevier BV
Published
1986-02
Volume
37
Issue
1
Pages
1-13
ISSN
0749-5978 (ISSN-L)
DOI
10.1016/0749-5978(86)90041-5
OpenAlex
W2074705273
Cited by
751
References
27
Citations by year
2026: 3 · 2025: 18 · 2024: 10 · 2023: 9 · 2022: 20 · 2021: 25 · 2020: 19 · 2019: 23 · 2018: 30 · 2017: 15 · 2016: 27 · 2015: 24 · 2014: 40 · 2013: 35 · 2012: 32
FWCI
16.28
Type
journal article
Language
en
Open access
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations
  • Organizational Behavior and Human Decision Processes (publishedVersion)
  • Deep Blue (University of Michigan) (submittedVersion)
  • RePEc: Research Papers in Economics (submittedVersion)
Funders
National Science Foundation
Topics
  • Social Sciences › Sociology and Political Science › Conflict Management and Negotiation
  • Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
  • Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
Keywords
positive affect, visual access, integrative negotiation, bilateral negotiations, trade-offs, face-to-face negotiation, competitive process

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