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The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation
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“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
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“Carnevale and Isen (1986) found a similar result in a negotiation setting in which positive affect was associated with less contentious negotiating tactics.”
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“Fourth, positive affect increases the likelihood that people will pursue a problem-solving approach that leads to improved outcomes for both parties in an integrative bargaining task (Carnevale & Isen, 1986).”
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“Positive mood induces individuals to adopt more innovative problem-solving strategies, suggesting that these negotiators will be more likely to come to integrative (“win-win”) agreements (Carnevale & Isen, 1986).”
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“For example, placing a physical barrier to prevent participants from seeing each other limits the impact of participants' mood on their interaction partners ( Carnevale & Isen, 1986 ; Howard & Gengler, 2001 ).”
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“Furthermore, research on negotiation by Carnevale and Isen (1986) indicates that people in good moods are more likely to reach integrative rather than compromise solutions.”
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“There is even indication that they are better able totake the other party's perspective in negotiation and are less " defensive " (Carnevale & Isen, 1986).”
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“This research finds that positive moods tend to increase negotiators’ tendencies to select a cooperative strategy (Forgas 1998) and enhance their ability to find integrative gains (Carnevale & Isen 1986).”
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“…gains (Allred, Mallozzi, Matsui, & Raia, 1997; Carnevale & Isen, 1986), increase preferences for cooperation (R. A. Baron, Fortin, Frei, Hauver, & Shack, 1990), reduce the use of contentious tactics (Carnevale & Isen, 1986), and increase the use of cooperative negotiation strategies (Forgas, 1998).”
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“Mood has been used interchangeably with affect in the psychology literature and will be used similarly in this paper. hostility or break off negotiations and more likely to see the point of view of others and adopt a problem-solving approach to the negotiations (Carnevale & Isen 1986).”
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“In turn, when negotiators feel good, negotiation outcomes are better (Carnevale & Isen, 1986; Forgas, 1998).”
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“…research has repeatedly demonstrated that negotiators experiencing positive affect are more cooperative, whereas those experiencing negative affect tend to be more competitive (Allred, Mallozzi, Matsui, & Raia, 1997; Baron, 1990; Carnevale & Isen, 1986; Forgas, 1998; Pillutla & Murnighan, 1996).”
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“People with more positive affect wield more social influence (Cialdini, 1984) and are more successful negotiators (Carnevale & Isen, 1986).”
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“…reported similar Wndings, and together these suggest that positive negotiators realize higher individual and joint gains on both integrative and distributive negotiation tasks than do negotiators in a neutral aVect condition (Baron, 1990; Carnevale & Isen, 1986; Hollingshead & Carnevale, 1990).”
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“…effect is that PA enhances cognitive flexibility in various settings, such as in classifying material (Isen & Daubman, 1984), in negotiation tasks (Carnevale & Isen, 1986), in medical diagnoses (Estrada et al., 1994), and in creative problem-solving tasks (Isen, Mitzi, Johnson, Mertz, & Robinson,…”
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Positive mood broadens visual attention to positive stimuli
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“To assess participants' feelings of rapport with their opponents, we included appropriate items from a mood measure (Carnevale & Isen, 1986) and an empathic feeling measure (Batson, Batson, Todd, & Brummett, 1995).”
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“Humor is one form of social communication which acts as a reinforcing or punishing event, since humor manipulates affect (Baron, 1984; Carnevale & Isen, 1986; Isen et al., 1987).”
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“…argued that positive moods can predict people’s behaviors in persuasion (e.g., Chebat, Vaillant, & Gelinas-Chebat, 2000) and negotiation (e.g., Carnevale & Isen, 1986), and these behaviors may have an important influence on employee task performance (e.g., insurance sales agents need to…”
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Reading people’s minds from emotion expressions in interdependent decision making.
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“However, other researchers have argued affective processes and social appraisal can also play a role in explaining interpersonal effects of emotions (e.g., Carnevale, 2008; Carnevale & Isen, 1986; Parkison & Simmons, 2009; Van Kleef et al., 2010).”
Self-citationUnfixing the fixed pie: A motivated information-processing approach to integrative negotiation.
Dreu, C. K. W. D., Koole, S. L., & Steinel, W. (2000) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.79.6.975 · Cited by 256
“In fact, this conclusion would be consistent with research showing that negotiators with an individualistic motivation hold on to their fixed-pie perceptions (see, e.g., Carnevale & Isen, 1986; Gelfand & Christakopoulou, 1999; Pruitt, 1990).”
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“This approach can reduce feeling of aggression (Carnevale & Isen, 1986; Conlon & Murray, 1996), which in turn leads to favorable evaluation of product or service providers.”
BackgroundMotivated information processing, social tuning, and group creativity.
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“Under positive moods, people tend to adopt more cooperative attitudes and have a more prosocial motivation (Carnevale & Isen, 1986).”
BackgroundSticks And Stones: Language, Face, And Online Dispute Resolution
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“Positive emotions may increase the recipient's trust in the speaker, trigger a more problem-focused strategy, and facilitate communication (Allred, Mallozzi, Matsui, & Raia, 1997; Carnevale & Isen, 1986).”
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Daily Marital Interactions and Positive Affect During Marital Conflict Among Newlywed Couples
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“Process research on positive affect in physician-patient interaction also suggests that positive emotions can enhance problem-solving skills (e.g., Carnevale & Isen, 1986; Estrada, Isen, & Young, 1994; Isen & Means, 1983).”
BackgroundTHE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES
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Does Happiness Promote Career Success? Revisiting the Evidence
Walsh, L. C., Boehm, J. K., & Lyubomirsky, S. (2018) · Journal of Career Assessment · doi:10.1177/1069072717751441 · Cited by 265
“In one study, participants paired in dyads were instructed to engage in a simulated negotiating task between two companies—each participant was directed to make as much profit for their respective company as possible (P. J. D. Carnevale & Isen, 1986).”
BackgroundMcCraty, R., Atkinson, M., & Tomasino, D. (2003) · The Journal of Alternative and Complementary Medicine · doi:10.1089/107555303765551589 · Cited by 229
“…et al., 1998), increased cognitive flexibility and innovative problem solving (Ashby et al., 1999; Isen, 1998), and improved negotiation style (Carnevale and Isen, 1986), creativity (Isen, 1998; Isen et al., 1987), decision-making (Isen, 2000), job performance (Staw and Barsade, 1993; Wright…”
Glomb, T. M., Bhave, D. P., Miner, A. G., & Wall, M. M. (2011) · Personnel Psychology · doi:10.1111/j.1744-6570.2010.01206.x · Cited by 238
“In accordance, we posit that negative mood, rather than the oft-studied positive mood (e.g., Carnevale & Isen, 1986; Isen & Levin, 1972), may also promote social forms of OCB (i.e., altruism and courtesy) because OCBs may function as a mood regulation mechanism (Larsen, 2000; Zevon & Tellegen,…”
BackgroundVan Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2006) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.91.1.124 · Cited by 227
“…(Baron, 1990), stimulate creative problem solving (Isen, Daubman, & Nowicki, 1987), increase joint gains (Allred, Mallozzi, Matsui, & Raia, 1997; Carnevale & Isen, 1986), increase preferences for cooperation (Baron, Fortin, Frei, Hauver, & Shack, 1990), reduce the use of contentious tactics…”
BackgroundPositive affect as a source of human strength.
Isen, A. M. (2003) · American Psychological Association eBooks · doi:10.1037/10566-013 · Cited by 221
Self-citationCONFLICT FRAMES OF REFERENCE: IMPLICATIONS FOR DISPUTE PROCESSES AND OUTCOMES.
Pinkley, R. L., & Northcraft, G. B. (1994) · Academy of Management Journal · doi:10.2307/256777 · Cited by 217
Social motives and trust in integrative negotiation: The disruptive effects of punitive capability.
Dreu, C. K. W. D., Giebels, E., & de Vliert, E. V. (1998) · Journal of Applied Psychology · doi:10.1037//0021-9010.83.3.408 · Cited by 215
Gelfand, M. J., & Christakopoulou, S. (1999) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1999.2845 · Cited by 213
“because they make inaccurate judgments of the other party’s interests ( Carnevale & Isen, 1986; Lewis & Fry, 1977; Neale & Northcraft, 1986; Pinkley, Griffeth, & Northcraft, 1995; Pruitt & Lewis, 1975; Thompson & Hastie, 1990).”
BackgroundDreu, C. K. W. D., & Boles, T. L. (1998) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1998.2806 · Cited by 209
Scott, B. A., Colquitt, J. A., & Paddock, E. L. (2009) · Journal of Applied Psychology · doi:10.1037/a0015712 · Cited by 209
“…positive affect attempt to increase joint benefits during negotiations, see situations from another’s perspective more easily, cooperate more, are more open to information, share information more readily, and are kinder to others (Carnevale & Isen, 1986; Estrada, Isen, & Young, 1997; Isen, 2000).”
BackgroundCURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS
Schweitzer, M. E., & Croson, R. T. A. (1999) · International Journal of Conflict Management · doi:10.1108/eb022825 · Cited by 207
A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue
O’Connor, K. M., & Carnevale, P. J. D. (1997) · Personality and Social Psychology Bulletin · doi:10.1177/0146167297235006 · Cited by 202
Self-citationAffect from the top down: How powerful individuals' positive affect shapes negotiations
Anderson, C. P., & Thompson, L. (2004) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2004.05.002 · Cited by 202
“This hypothesis stems from recent analyses of the effects of power in face-to-face interactions (Keltner, Gruenfeld, & Anderson, 2003; Kramer, 1996), and from research on the benefits of positive emotion in negotiations (e.g., Carnevale & Isen, 1986; Forgas, 1998).”
BackgroundEmotional influence at work: Take it EASI
Kleef, G. A. V., Homan, A. C., & Cheshin, A. (2012) · Organizational Psychology Review · doi:10.1177/2041386612454911 · Cited by 214
“…(Forgas, 1995), creativity (Baas, De Dreu, & Nijstad, 2008), organizational citizenship behavior (George & Brief, 1992), negotiation strategies (Carnevale & Isen, 1986; Pillutla & Murnighan, 1996), absenteeism and turnover (George, 1990; Pelled & Xin, 1999), and job performance (Cropanzano,…”
Mood effects on cooperation in small groups: Does positive mood simply lead to more cooperation?
Hertel, G., Neuhof, J., Theuer, T., & Kerr, N. L. (2000) · Cognition & Emotion · doi:10.1080/026999300402754 · Cited by 200
“Second, whereas some studies indeed ® nd that negative mood decreases cooperative behaviour (Carnevale & Isen, 1986; Forgas, 1998; Knapp & Clark, 1991), others do not (Forgas, 1994; Hertel & Fiedler, 1994; Vollmeyer, 1994).”
BackgroundResultThe impact of positive mood on trust in interpersonal and intergroup interactions.
Lount, R. B. (2010) · Journal of Personality and Social Psychology · doi:10.1037/a0017344 · Cited by 206
Emotion-Modulated Performance and Activity in Left Dorsolateral Prefrontal Cortex.
Herrington, J. D., Mohanty, A., Koven, N. S., Fisher, J. E., Stewart, J. L., Banich, M. T., WEBB, A. G., Miller, G. A., & Heller, W. (2005) · Emotion · doi:10.1037/1528-3542.5.2.200 · Cited by 204
“Positive affect is also associated with enhanced perspective-taking abilities, as measured by assessments of group strategizing involved in such tasks as integrative bargaining (Carnevale & Isen, 1986).”
BackgroundState mood, task performance, and behavior at work: A within-persons approach
Miner, A. G., & Glomb, T. M. (2010) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2009.11.009 · Cited by 202
Social-Psychological Interventions for Intergroup Reconciliation: An Emotion Regulation Perspective
Čehajić‐Clancy, S., Goldenberg, A., Gross, J. J., & Halperin, E. (2016) · Psychological Inquiry · doi:10.1080/1047840x.2016.1153945 · Cited by 191
“Within the context of intergroup conflicts and reconciliation, hope has been found to play a constructive role in reducing hostility, increasing problem-solving in negotiations, and promoting support for conciliatory policies (Carnevale & Isen, 1986; Cohen-Chen et al., 2014).”
Background
Metadata
- 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)
- 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
- green
- hdl.handle.net
- 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 › Business, Management and Accounting › Organizational Behavior and Human Resource Management › 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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