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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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The Benefits of Virtual Humans for Teaching Negotiation
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Can positive emotion influence problem-solving attitudes among suicidal adults?
Joiner, T. E., Pettit, J. W., Perez, M., Burns, A. B., Gencoz, T., Gencoz, F., & Rudd, M. D. (2001) · Professional Psychology Research and Practice · doi:10.1037/0735-7028.32.5.507 · Cited by 71
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Power, Emotion, and Judgmental Accuracy in Social Conflict: Motivating the Cognitive Miser
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“Although negative emotion may help social perceivers assess more accurately the attributes of out-group members, research indicates that the development of mutually beneficial agreements depends to some degree on the experience of positive emotion in group members ( Carnevale & Isen, 1986 ).”
BackgroundWilson, K. S., DeRue, D. S., Matta, F. K., Howe, M. D., & Conlon, D. E. (2016) · Journal of Applied Psychology · doi:10.1037/apl0000132 · Cited by 77
“Indeed, positive emotions help overcome competitive processes and cue problemfocused strategies as well as cooperation (Carnevale & Isen, 1986).”
Decision Making: Social and Creative Dimensions
Allwood, C. M., & Selart, M. (2001) · Springer eBooks · doi:10.1007/978-94-015-9827-9 · Cited by 70
Hostile Behavior and Profit in Virtual Negotiation: a Meta-Analysis
Stuhlmacher, A. F., & Citera, M. (2005) · Journal of Business and Psychology · doi:10.1007/s10869-005-6984-y · Cited by 68
Tng, H., & Au, A. K. C. (2014) · Negotiation Journal · doi:10.1111/nejo.12062 · Cited by 67
The evolution of policy arguments in teachers' negotiations
Putnam, L. L., Wilson, S. R., & Turner, D. B. (1990) · Argumentation · doi:10.1007/bf00175419 · Cited by 67
The Death and Rebirth of the Social Psychology of Negotiation
Bazerman, M. H., Curhan, J. R., & Moore, D. A. (2003) · Wiley eBooks · doi:10.1002/9780470998557.ch8 · Cited by 67
Kim, K., Cundiff, N. L., & Choi, S. B. (2014) · Negotiation Journal · doi:10.1111/nejo.12045 · Cited by 72
Negotiator affect: the state of the art (and the science)
Barry, B. (2007) · Group Decision and Negotiation · doi:10.1007/s10726-007-9086-6 · Cited by 65
“We can identify with precision the point of origin for the study of affect in negotiation: a study by Carnevale and Isen (1986) investigating the combined effects of a negotiator’s mood and of visual access between negotiators on the process and outcome of an integrative bargaining task.”
MethodResultAffective choice of conflict management styles
Montes, C., Rodríguez, D., & Serrano, G. (2012) · International Journal of Conflict Management · doi:10.1108/10444061211199304 · Cited by 66
“The path to the study of affect and conflict resolution processes was opened by the seminal work of Carnevale and Isen (1986)”
MethodThe Positive Side of Negative Emotion
Behrendt, H., & Ben‐Ari, R. (2012) · Journal of Conflict Resolution · doi:10.1177/0022002712445746 · Cited by 66
Ekrot, B., Rank, J. D., & Gemünden, H. G. (2015) · International Journal of Project Management · doi:10.1016/j.ijproman.2015.10.011 · Cited by 69
Catching Leaders’ Mood: Contagion Effects in Teams
Volmer, J. (2012) · Administrative Sciences · doi:10.3390/admsci2030203 · Cited by 70
“Being in a positive mood was found to positively relate to helping behavior, creativity, successful negotiation strategies, and efficient decision making [43–48].”
BackgroundHumor as a relationship‐building tool in online negotiations
Kurtzberg, T. R., Naquin, C. E., & Belkin, L. Y. (2009) · International Journal of Conflict Management · doi:10.1108/10444060910991075 · Cited by 65
“We build off of the seminal work in negotiation research that demonstrates that greater joint gain in negotiations can result from increased levels of trust (see Bazerman and Neale, 1992; Thompson, 2005; Bromiley and Cummings, 1995) and positive emotions (Belkin, 2007; Baron, 1990; Carnevale and Isen, 1986) between pa…”
BackgroundLiu, M., & Wang, C. (2010) · Communication Research · doi:10.1177/0093650210362681 · Cited by 65
“…shows that emotions have a significant impact on negotiation performance, such as the use of bargaining tactics (Butt, Choi, & Jaeger, 2005; Carnevale & Isen, 1986; Liu, 2009), the direction and size of concessions parties make (Sinaceur & Tiedens, 2006; Van Kleef, De Dreu, & Manstead,…”
BackgroundNegotiation strategies in supply chain management
Zachariassen, F. (2008) · International Journal of Physical Distribution & Logistics Management · doi:10.1108/09600030810926484 · Cited by 64
“[…] a process by which two or more people make a joint decision with regard to an issue about which there are initial differences in preference ( Carnevale and Isen, 1986”
BackgroundSchroth, H. A., Bain‐Chekal, J., & Caldwell, D. F. (2005) · International Journal of Conflict Management · doi:10.1108/eb022925 · Cited by 63
The effects of non-contingent extrinsic and intrinsic rewards on memory consolidation
Nielson, K. A., & Bryant, T. A. (2005) · Neurobiology of Learning and Memory · doi:10.1016/j.nlm.2005.03.004 · Cited by 63
“It can also alter decision-making strategies (Carnevale & Isen, 1986; Estrada, Isen, & Young, 1997; Isen & Geva, 1987; Isen, Nygren, & Ashby, 1988).”
The Language of Coalition Formation in Online Multiparty Negotiations
Huffaker, D. A., Swaab, R. I., & Diermeier, D. A. (2010) · Journal of Language and Social Psychology · doi:10.1177/0261927x10387102 · Cited by 64
Squeezed in the middle: The middle status trade creativity for focus.
Duguid, M., & Goncalo, J. A. (2015) · Journal of Personality and Social Psychology · doi:10.1037/a0039569 · Cited by 53
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Butt, A. N., & Choi, J. N. (2006) · Human Performance · doi:10.1207/s15327043hup1904_1 · Cited by 59
“For example, Forgas (1995, 1998) and Carnevale and Isen (1986) showed that positive mood enhanced and negative mood reduced integrative, collaborative strategies.”
BackgroundInfluentialTesting relationships between personality, conflict styles and effectiveness
Barbuto, J. E., Phipps, K. A., & Xu, Y. L. (2010) · International Journal of Conflict Management · doi:10.1108/10444061011079967 · Cited by 59
“Leaders using the obliging style resolve conflicts by yielding or reducing their own aspirations and benefits (Carnevale and Isen, 1986).”
BackgroundInfluentialKwak, Curhan, & Tinsley, C. H. (1999) · International Negotiation · doi:10.1163/15718069920848345 · Cited by 58
Serendipity and the realpolitik of negotiations in supply chains
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The management of emotion in collaborative tourism research settings
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The Influences of Deception and Computer-Mediation on Dyadic Negotiations
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Conflict Management in Groups that Work in Two Different Communication Contexts
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“Moreover, research on negotiation suggests that when parties cannot see one another, contentious tactics are less likely to be used (Carnevale, Pruitt, & Seilheimer, 1981; McGrath & Hollingshead, 1994).”
BackgroundExploring the Cognitive-Emotional Fugue in Electronic Negotiations
Grießmair, M., & Koeszegi, S. T. (2009) · Group Decision and Negotiation · doi:10.1007/s10726-009-9155-0 · Cited by 57
Shapiro, D. L. (2010) · American Psychologist · doi:10.1037/a0020004 · Cited by 57
“Third, when relational identity concerns are well addressed (see Lazarus, 1991, on goal congruence), positive emotions tend to result, along with cooperative behavior and mutual gains (e.g., Ashby, Isen, & Turken, 1999; Carnevale & Isen, 1986; Fisher & Shapiro, 2005; Isen, 2000).”
BackgroundBounded Awareness: Focusing Failures in Negotiation
Bazerman, M. H., & Chugh, D. (2006) · Cited by 56
Take a break! or not? The impact of mindsets during breaks on negotiation processes and outcomes
Harinck, F., & Dreu, C. K. W. D. (2007) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2006.12.009 · Cited by 56
“…participants to negotiate seriously and to prevent them from agreeing immediately, we followed a standard procedure to provide participants with a limit – they were told not to accept agreements that resulted in less than 8,000 points individually (Carnevale & Isen, 1986; Pruitt & Lewis, 1975).”
MethodThe Effect of Mood On Creativity in the Innovative Process
Kaufmann, G. (2003) · Elsevier eBooks · doi:10.1016/b978-008044198-6/50014-0 · Cited by 56
INJUSTICE AND ORGANIZATIONAL CONFLICT: THE MODERATING EFFECT OF POWER RESTORATION
Cropanzano, R., & Baron, R. A. (1991) · International Journal of Conflict Management · doi:10.1108/eb022691 · Cited by 56
The Role of Emotion and Language in Dyadic E-negotiations
Hine, M. J., Murphy, S. A., Weber, M., & Kersten, G. E. (2009) · Group Decision and Negotiation · doi:10.1007/s10726-008-9151-9 · Cited by 54
“shown to facilitate communication and increase joint gains in negotiation settings (Allred et al. 1997; Carnevale and Isen 1986 ).”
BackgroundVan de Vliert, E., Huang, X., & Parker, P. M. (2004) · Journal of Environmental Psychology · doi:10.1016/s0272-4944(03)00021-5 · Cited by 73
Power and Concession in Computer-Mediated Negotiations: An Examination of First Offers1
Johnson, & Cooper (2009) · MIS Quarterly · doi:10.2307/20650282 · Cited by 52
“…examining the effect of communication media on negotiations have related different media to outcomes, such as likelihood of agreement, (e.g., Carnevale and Isen 1986, Purdy et al. 2000, Valley et al. 1998) and have examined the effects of negotiation support systems on negotiation outcomes…”
BackgroundHill, D. L., Faerber, J., Li, Y., Miller, V. A., Carroll, K. W., Morrison, W. E., Hinds, P. S., & Feudtner, C. (2019) · Journal of Pain and Symptom Management · doi:10.1016/j.jpainsymman.2019.04.018 · Cited by 51
“and flexible thinking and help individuals general new goals to work toward.(25, 26) Parents of children with serious illness who experience higher levels of negative and positive affect may be more likely to undergo this reevaluation process and form new beliefs about what goals are appropriate and how they should go…”
BackgroundEmotion in Conflict and Negotiation: Introducing the Emotions as Social Information (EASI) Model
Kleef, G. A. V. (2008) · Edward Elgar Publishing eBooks · doi:10.4337/9781848443778.00034 · Cited by 53
Belkin, L. Y., & Rothman, N. B. (2017) · Negotiation and Conflict Management Research · doi:10.1111/ncmr.12088 · Cited by 52
Failure at the top: How power undermines collaborative performance.
Hildreth, J. A. D., & Anderson, C. P. (2016) · Journal of Personality and Social Psychology · doi:10.1037/pspi0000045 · Cited by 50
Interpersonal effects of expressed anger and sorrow in morally charged negotiation
Dehghani, M., Carnevale, P. J. D., & Gratch, J. S. (2014) · Judgment and Decision Making · doi:10.1017/s1930297500005477 · Cited by 50
“This is akin to the “barrier effect” in negotiation, which is well known by professional mediators, where separating the parties in hostile contexts can facilitate cooperation (Carnevale & Isen, 1986).”
BackgroundSelf-citationDiscrete emotional crossover in the workplace: the role of affect intensity
Härtel, C. E. J., & Page, K. M. (2009) · Journal of Managerial Psychology · doi:10.1108/02683940910939322 · Cited by 55
“, 1987), collaborative negotiation (Carnevale and Isen, 1986) and effective decision-making strategies (Isen and Means, 1983).”
BackgroundDeluga, R. J., & Masson, S. (2000) · Journal of Research in Personality · doi:10.1006/jrpe.1999.2272 · Cited by 49
Commentaries on Target Articles
(2000) · Psychological Inquiry · doi:10.1207/s15327965pli1103_04 · Cited by 49
“In addition, the session was much less acrimonious and more enjoyable for them than for their neutral-affect counterparts (Carnevale & Isen, 1986).”
BackgroundPoker Face, Smiley Face, and Rant ‘n’ Rave: Myths and Realities about Emotion in Negotiation
Thompson, L., Medvec, V. H., Seiden, V. L., & Kopelman, S. (2001) · Wiley eBooks · doi:10.1002/9780470998458.ch6 · Cited by 51
Evidence for utilitarian motives in emotion regulation
Tamir, M., Ford, B. Q., & Gilliam, M. (2012) · Cognition & Emotion · doi:10.1080/02699931.2012.715079 · Cited by 48
“…confrontation and competition (Van Kleef, De Dreu, & Manstead, 2004; Van Kleef, De Dreu, Pietroni, & Manstead, 2006), whereas the experience of happiness has been found to promote successful co-operation (e.g., Baron, 1990; Carnevale & Isen, 1986; Forgas, 1998; Kopelman, Rosette, & Thompson, 2006).”
Affective negotiation support systems
Broekens, J., Jonker, C. M., & Meyer, J. C. (2010) · Journal of Ambient Intelligence and Smart Environments · doi:10.3233/ais-2010-0065 · Cited by 47
“For example, the best negotiation outcomes are reached when people manage to create and maintain a positive and relaxed atmosphere, see e.g., [27,105,144].”
Chapter 4 Group Emotions and Group Outcomes: The Role of Group-Member Interactions
Rhee, S. (2007) · Research on managing groups and teams · doi:10.1016/s1534-0856(07)10004-9 · Cited by 49
“…interactions (Clark & Watson, 1988), help others (George, 1991; Isen, Clark, & Schwartz, 1976), display prosocial behaviors (George & Brief, 1992), make more concessions (Hollingshead & Carnevale, 1990), use less-contentious negotiating tactics, and cooperate with others (Carnevale & Isen, 1986).”
Emotion Regulation in Intractable Conflicts
Gross, J. J., Halperin, E., & Porat, R. (2013) · Current Directions in Psychological Science · doi:10.1177/0963721413495871 · Cited by 48
“Hope, for example, 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, Halperin, Crisp, & Gross, in press).”
BackgroundPavlas, D. (2010) · Journal of International Crisis and Risk Communication Research · Cited by 48
The effects of induced mood on bidding in random nth-price auctions
Capra, C. M., Lanier, K., & Meer, S. (2010) · Journal of Economic Behavior & Organization · doi:10.1016/j.jebo.2010.04.002 · Cited by 48
“In addition, as mentioned above, psychologists have documented that mood affects the decision making process (Carnevale and Isen, 1986), so people may use different cognitive strategies under different moods.”
BackgroundZheng, Y., Yang, Z., Jin, C., Qi, Y., & Liu, X. (2017) · Frontiers in Psychology · doi:10.3389/fpsyg.2017.01592 · Cited by 53
“Anger is a kind of high-arousal and approach-based negative emotion (Berkowitz and HarmonJones, 2004; Carver and Harmon-Jones, 2009), and it may cause antisocial behaviors related to revenge (Carnevale and Isen, 1986; Pillutla and Murnighan, 1996; Allred et al., 1997).”
BackgroundPredicting behavior in economic games by looking through the eyes of the players.
Mellers, B. A., Haselhuhn, M. P., Tetlock, P. E., Silva, J., & Isen, A. M. (2010) · Journal of Experimental Psychology General · doi:10.1037/a0020280 · Cited by 50
Self-citationCoupling Interactions and Performance: Predicting Team Performance from Thin Slices of Conflict
Jung, M. F. (2016) · ACM Transactions on Computer-Human Interaction · doi:10.1145/2753767 · Cited by 47
Emotions and Group Ties in Social Exchange
Lawler, E. J., Thye, S. R., & Yoon, J. (2014) · Handbooks of sociology and social research · doi:10.1007/978-94-017-9130-4_5 · Cited by 46
Rhoades, J. A., Arnold, J. A., & Jay, C. (2001) · Journal of Organizational Behavior · doi:10.1002/job.72 · Cited by 46
Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes
Rothman, N. B., & Northcraft, G. B. (2014) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2014.10.005 · Cited by 50
“…(e.g., Baron, 1990; Carnevale & Isen, 1986; Forgas, 1998), as well as creativity and innovative thinking (e.g., Ashby, Isen, & Turken, 1999; Carnevale & Isen, 1986), thus stimulating the integration of negotiators’ interests (Allred et al., 1997; Anderson & Thompson, 2004; Baron, 1990;…”
BackgroundInfluentialThe impact of mood on customer behavior: Staff mood and environmental factors
Furnham, A., & Milner, R. (2013) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2013.06.001 · Cited by 44
“A study investigating dyadic negotiations found that those interactors in positive moods were less likely to display hostility and more likely to see another's point of view, adopting a problemsolving approach to negotiations (Carnevale and Isen, 1986).”
BackgroundManagers’ use of humor on public earnings conference calls
Call, A. C., Flam, R. W., Lee, J. A., & Sharp, N. Y. (2023) · Review of Accounting Studies · doi:10.1007/s11142-023-09764-x · Cited by 43
“Because the use of humor is associated with an increase in positive affect (e.g., Baron 1984; Carnevale and Isen 1986; Cooper 2008), we expect that using humor with analysts is one way managers could achieve this goal.”
Affective Influences on Evaluative Processing
Herr, P. M., Page, C. M., Pfeiffer, B. E., & Davis, D. (2012) · Journal of Consumer Research · doi:10.1086/660844 · Cited by 45
Shapiro, D. L. (2002) · Conflict Resolution Quarterly · doi:10.1002/crq.11 · Cited by 43
BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS
Ogilvie, J. R., & Carsky, M. L. (2002) · International Journal of Conflict Management · doi:10.1108/eb022883 · Cited by 43
The effect of communication medium on negotiation performance
Sheffield, J. (1995) · Group Decision and Negotiation · doi:10.1007/bf01410100 · Cited by 43
Komorowska, H. (2016) · Second language learning and teaching · doi:10.1007/978-3-319-32954-3_3 · Cited by 42
What Do Communication Media Mean for Negotiations? A Question of Social Awareness
McGinn, K. L., & Croson, R. T. A. (2003) · Cited by 41
The impact of minimum goals and aspirations on judgments of success in negotiations
Thompson, L. (1995) · Group Decision and Negotiation · doi:10.1007/bf01409713 · Cited by 42
“In addition, reciprocal relationships between goals and affect may be examined (see Carnevale and Isen 1986 ).”
BackgroundDoes positive affect influence the effective usage of a Decision Support System?
Djamasbi, S. (2006) · Decision Support Systems · doi:10.1016/j.dss.2006.09.002 · Cited by 44
Cohen, J. D., & Fowers, B. J. (2004) · Journal of Divorce & Remarriage · doi:10.1300/j087v42n01_02 · Cited by 41
“…of studies have found a positive relationship between self-enhancing illusions and various aspects of mental health (e.g., Bruckbauer & Ward, 1993; Carnevale & Isen, 1986; Myers & Diener, 1995; Scheier & Carver, 1985; Scheier, Weintraub, & Carver, 1986; Taylor & Armor, 1996), suggesting that…”
BackgroundThe Induction of Mood via the WWW
Göritz, A. S. (2006) · Motivation and Emotion · doi:10.1007/s11031-006-9047-4 · Cited by 41
“Carnevale and Isen (1986) asked a group of participants to sort 30 cartoons into piles.”
BackgroundThe effect of positive mood on intention to use computerized decision aids
Djamasbi, S., & Strong, D. M. (2008) · Information & Management · doi:10.1016/j.im.2007.10.002 · Cited by 46
Expressing and Amplifying Positive Emotions Facilitate Goal Attainment in Workplace Interactions
Wong, E., Tschan, F., Messerli, L., & Semmer, N. K. (2013) · Frontiers in Psychology · doi:10.3389/fpsyg.2013.00188 · Cited by 41
“…research has shown that people in a positive mood are more likely to adopt optimistic, cooperative strategies, and seek integrative solutions (e.g., Carnevale and Isen, 1986; Forgas, 1998), and less likely to engage in aggressive tactics (e.g., Baron, 1984), thus contributing to better joint…”
BackgroundAttrill, A., & Fullwood, C. (2016) · Palgrave Macmillan UK eBooks · doi:10.1057/9781137517036 · Cited by 40
Mixed-motive conflict in social dilemmas: Mood as input to competitive and cooperative goals.
Sanna, L. J., Parks, C. D., & Chang, E. C. (2003) · Group Dynamics Theory Research and Practice · doi:10.1037/1089-2699.7.1.26 · Cited by 39
“One view of the existing social dilemma literature is that bad moods decrease cooperation and good moods increase cooperation (e.g., Carnevale & Isen, 1986; Knapp & Clark, 1991).”
BackgroundResultRetractedAn identity perspective on the propensity of high-tech talent to unionize
Milton, L. P. (2003) · Journal of Labor Research · doi:10.1007/s12122-003-1028-8 · Cited by 39
The Role of Emotions in Employee Creativity
Higgins, L. F., Qualls, S. H., & Couger, J. D. (1992) · The Journal of Creative Behavior · doi:10.1002/j.2162-6057.1992.tb01167.x · Cited by 39
Negotiation, Information Technology, and the Problem of the Faceless Other
Nadler, J., & Shestowsky, D. (2005) · Cited by 39
Experiment with Simulation Models in Water-Resources Negotiations
Reitsma, R. F., Zigurs, I., Lewis, C., Wilson, E. V., & Sloane, A. M. (1996) · Journal of Water Resources Planning and Management · doi:10.1061/(asce)0733-9496(1996)122:1(64 · Cited by 39
Kray, L. J., Locke, C. C., & Zant, A. B. V. (2012) · Personality and Social Psychology Bulletin · doi:10.1177/0146167212453074 · Cited by 38
“Likewise, both displaying (Kopelman, Rosette, & Thompson, 2006) and experiencing positive emotions (Carnevale & Isen, 1986) predict value creation.”
How social cues shape task coordination and communication
Sauppé, A., & Mutlu, B. (2014) · ACM Conference on Computer Supported Cooperative Work (CSCW) · doi:10.1145/2531602.2531610 · Cited by 38
“Negotiation has been well-studied in CSCW research, ranging from implicit negotiations that arise in face-to-face interactions [1] to explicit negotiation tasks [4].”
BackgroundIntegrating Organizational Justice and Affect: New Insights, Challenges, and Opportunities
Hillebrandt, A., & Barclay, L. J. (2013) · Social Justice Research · doi:10.1007/s11211-013-0193-z · Cited by 41
Signaling Dominance in Online Negotiations: The Role of Affective Tone
Belkin, L. Y., Kurtzberg, T. R., & Naquin, C. E. (2013) · Negotiation and Conflict Management Research · doi:10.1111/ncmr.12016 · Cited by 37
Emotion in Organizations: A Review in StagesPreprint
Elfenbein, H. A. (2007) · RePEc: Research Papers in Economics · Cited by 38
Understanding the integrative approach to conflict management
Rognes, J. K., & Schei, V. (2010) · Journal of Managerial Psychology · doi:10.1108/02683941011013885 · Cited by 37
Ogilvie, J. R., & Kidder, D. L. (2008) · International Journal of Conflict Management · doi:10.1108/10444060810856076 · Cited by 37
“Positive mood and emotions tend to be associated with a number of positive outcomes, such as more integrative offers, positive feelings for the other side and persistence ( Carnevale and Isen, 1986”
BackgroundWith Feeling: How Emotions Shape Negotiation
Olekalns, M., & Druckman, D. (2015) · Advances in group decision and negotiation/Advances in group decision and negotation · doi:10.1007/978-94-017-9963-8_2 · Cited by 36
“Early experiments by Carnevale and Isen (1986) and by Johnson (1971a and b) demonstrated impacts of socially induced affect on negotiation.”
Schei, V., & Rognes, J. K. (2003) · International Journal of Conflict Management · doi:10.1108/eb022890 · Cited by 36
“…through direct instructions (e.g., Carnevale & Lawler, 1986; Giebels, De Dreu, & Van de Vliert, 1998; Lewis & Fry, 1977; Pruitt & Lewis, 1975), and in studies that manipulate situational characteristics assumed to affect orientation (e.g., Ben-Yoav & Pruitt, 1984a; 1984b; Carnevale & Isen, 1986).”
BackgroundThe Influence of Affect on the Achievement and Behavior of Students with Learning Disabilities
Yasutake, D., & Bryan, T. H. (1995) · Journal of Learning Disabilities · doi:10.1177/002221949502800603 · Cited by 36
“…& Yando, 1982; Potts, Morse, Felleman, & Masters, 1986); mastery of a discrimination task (Masters, Barden, & Ford, 1979); performance of jobrelated tasks and bilateral negotiations (Baron, 1990; Carnevale & Isen, 1986); altruism (Isen, 1970); and children's compliance (Lay, Waters, & Park, 1989).”
Rezaei-Zadeh, M., Hogan, M., O’Reilly, J., Cleary, B., & Murphy, E. (2014) · The Journal of Entrepreneurship · doi:10.1177/0971355713513353 · Cited by 38
“For example, as can be seen in Table 3, Carnevale and Isen (1986) pointed out that positive affect may facilitate successful negotiation as an impressive kind of communication either by accomplishing a reduction in eye contact, or by otherwise reducing the perception that the other is attempting to…”
InfluentialMere physical distance and integrative agreements: When more space improves negotiation outcomes
Henderson, M. D. (2010) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2010.07.011 · Cited by 35
“…has examined the effects of communication modality on negotiation while holding the physical distance between negotiators constant (see Drolet & Morris, Study 1, 2000; Griffith & Northcraft, 1994; Schweitzer, Brodt, & Croson, 2002; and research on barrier effects, e.g., Carnevale & Isen, 1986).”
BackgroundManaging negative online accommodation reviews: evidence from the Cook Islands
Mate, M. J., Trupp, A., & Pratt, S. (2019) · Journal of Travel & Tourism Marketing · doi:10.1080/10548408.2019.1612823 · Cited by 34
“The accommodative approach reduces the feeling of aggression which in turn can lead to favourable evaluation of the business (Carnevale & Isen, 1986; Coombs, 1999) and can further lead to increased trust of the business among customers, which can in turn positively affect their evaluation of the…”
BackgroundRisqué business? Interpersonal anxiety and humor in the #MeToo era.
Gloor, J. L. P., Cooper, C. D., Bowes‐Sperry, L., & Chawla, N. (2021) · Journal of Applied Psychology · doi:10.1037/apl0000937 · Cited by 34
“Carnevale and Isen (1986) found that humorous stimuli reduce feelings of conflict and facilitate cooperation in negotiation pairs.”
BackgroundDans le secret des comités de direction, le rôle des émotions: proposition d'un modèle théorique
Haag, C., & Laroche, H. (2009) · M@n@gement · doi:10.3917/mana.122.0082 · Cited by 34
Computer-Mediated Negotiation of an Escalated Conflict
Dorado, M. Á., Medina, F. J., Munduate, L., de Cisneros, I. F. J., & Euwema, M. (2002) · Small Group Research · doi:10.1177/104649602237168 · Cited by 34
“At the same time, these results are in line with the pattern found in contexts where there were visual access constraints between negotiators (Carnevale & Isen, 1986).”
BackgroundResultInfluentialManaged Hearts and Wallets: Ethical Issues in Emotional Influence By and Within Organizations
Fulmer, I. S., & Barry, B. (2009) · Business Ethics Quarterly · doi:10.5840/beq200919210 · Cited by 36
“…subjects see funny or grim fi lm clips (e.g., Isen & Daubman, 1984), giving subjects refreshments (Isen & Daubman, 1984) or small gifts (e.g., Carnevale & Isen, 1986), having subjects recall pleasant or unpleasant events in their past (e.g., Woike, 1994), and exposing subjects to pleasant…”
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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