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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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“VEs can also encourage more flexible, innovative and efficient cognition (Isen, 2001; Kalyuga and Liu, 2015), and facilitate systematic and careful processing of task information (Carnevale and Isen, 1986; Spector, 2014).”
BackgroundThe dynamic interaction of context and negotiator effects
Li, M., Tost, L. P., & Wade‐Benzoni, K. A. (2007) · International Journal of Conflict Management · doi:10.1108/10444060710825981 · Cited by 30
“In the seminal study conducted by Carnevale and Isen (1986), participants experiencing positive affect were more cooperative and reached higher joint benefits in a face-to-face negotiation task as compared to the control group in which no affect was primed.”
BackgroundFeeling and Deceiving: A Review and Theoretical Model of Emotions and Deception in Negotiation
Methasani, R., Gaspar, J. P., & Barry, B. (2017) · Negotiation and Conflict Management Research · doi:10.1111/ncmr.12095 · Cited by 31
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“…that positive affect (relative to neutral affect) is influential in improving the bargaining process and outcomes in face-to-face negotiations (Carnevale and Isen 1986), enhancing efficiency in complex tasks (Isen 1993; Isen and Means 1983), and increasing cognitive flexibility (Estrada,…”
Mood and Ethical Decision Making: Positive Affect and Corporate Philanthropy
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“Hence, people experiencing positive affect are more prone to recall, pay attention to, and engage in altruistic behavior (Carnevale and Isen 1986; Cunningham 1979; Isen et al.”
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“Positive affect has been shown to decrease the use of contentious tactics while increasing joint benefits in negotiation situations (Carnevale & Isen, 1986).”
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“For example, positive affect was shown to reduce the use of aggressive tactics, thereby facilitating the creation of joint value in negotiations (Carnevale & Isen, 1986; Thompson, Medvec, Seiden, & Kopelman, 2001).”
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“Most prior studies have examined negotiations about goods, such as cars or houses (e.g., Pruitt and Syna 1985; White and Neale 1994), or, in business-to-business contexts, industrial plants, raw materials, or electronic equipment (e.g., Carnevale and Isen 1986; Galinsky andMussweiler 2001).”
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DEALING WITH FEELING: THE INFLUENCE OF OUTCOME REPRESENTATIONS ON NEGOTIATION
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“For instance, positive affect may help negotiators generate creative solutions (Baron 1990; Carnevale and Isen 1986), get more concessions from opponents (Baron 1990; Pruitt and Carnevale 1993), and promote win-win agreements (Hollingshead and Carnevale 1990).”
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“Furthermore, when put in a positive mood, both individuals and groups have been found to be relatively more likely to reach the most optimal agreements and less likely to stop negotiation and use more aggressive strategies (Carnevale & Isen, 1986; Carnevale, 2008).”
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“Positive emotions, such as happiness, are generally interlinked with cooperative, or integrative behaviors (Barsade 2002; Carnevale and Isen 1986).”
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Synchrony facilitates altruistic decision making for non-human avatars
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“This paradigm is known as the induced preference paradigm (Carnevale and Isen, 1986; Kelley, 1966; Roth et al., 1988; Thompson and Hastie, 1990).”
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“The cognitive advantages that accompany positive mood have even been demonstrated in negotiation tasks involving integrative bargaining, tradeoffs, and resourceful thinking ( Carnevale & Isen, 1986 ).”
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“In general terms, negotiation is the process by which two or more people make a joint decision regarding an issue where there are differences in initial preferences (Carnevale and Isen 1986).”
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“For example, studying behavior in negotiating situations, Carnevale and Isen (1986) found that inducing mild positive affect (i.e., boosting positive emotional experience) led to more constructive reasoning and effective problem-solving by conflicting parties.”
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“…doing word association and creative problem-solving tasks, to industrialists engaging in negotiations, to doctors integrating non-dominant yet relevant information earlier while solving medical cases (Carnevale and Isen, 1986; Isen et al., 1987; Estrada et al., 1994, 1997; Rowe et al., 2007).”
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“The question is whether the interaction with exit options would be different given alternative manipulations of social motive, such as through the presence of expected future interaction with the other party (Ben-Yoav & Pruitt, 1984) or through mood inductions (Carnevale & Isen, 1986).”
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“…beneficial agreement will understand how treating the other well benefits both the nature of the agreement as well as their own reputation and the parties’ ability to work together in the future (c.f., Carnevale and Isen, 1986, for one example of the benefit of positive affect on negotiations).”
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Making sense of negotiation and AI: The blossoming of a new collaboration
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Bien-être subjectif et comportements altruistes : les individus heureux sont-ils plus généreux ?
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“…Salovey, & Hargis, 1981) ou à se rappeler un souvenir gratifiant (Rosenhan, Underwood, & Moore, 1974), trouver de l’argent dans une cabine téléphonique (levin & Isen, 1975), visionner un film comique (Carnevale & Isen, 1986) ou écouter une musique agréable (north, Tarrant, & hargreaves, 2004).”
BackgroundWhen happiness pays in negotiation
Pietroni, D., Kleef, G. A. V., Rubaltelli, E., & Rumiati, R. (2008) · Mind & Society · doi:10.1007/s11299-008-0047-9 · Cited by 19
“This research has repeatedly demonstrated that negotiators experiencing positive affect are more cooperative, whereas those experiencing negative affect tend to be more competitive (Allred et al. 1997; Baron 1990; Carnevale and Isen 1986; Forgas 1998; Pillutla and Murnighan 1996).”
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Improvement of nonverbal behaviour in Japanese female perfume‐wearers
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“For example, people in positive affective states tend to be benevolent toward others (Baron, 1990; Carnevale & Isen, 1986).”
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“…strategies, fewer contentious strategies, higher goals, greater development of trustful working relationships, more effective exchange of information, and greater confidence (Barry, Fulmer, & van Kleef, 2004; Barry & Oliver, 1996; Carnevale & Isen, 1986; Curhan & Brown, 2012; Forgas, 1998).”
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“In general, happy negotiators are more likely to share information and have an increased preference for and adoption of cooperative negotiation strategies (Baron, 1990; Forgas, 1998) that lead to value creation and better joint outcomes (Carnevale & Isen, 1986).”
BackgroundIndividual differences in negotiation
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Estrategias de manejo de conflicto en clave emocional
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“Results suggest that moods influence the choice of conflict handling strategies.”
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Improvisation and the Logic of Exchange in Embedded Negotiations
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Service Clues and Customer Assessment of the Service Experience
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The technology bias in entrepreneur-investor negotiations
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“Moreover, aggregating subjects’ scores for the three outcomes allows for a more accurate assessment of performance, in general, and has been used in multiple contexts (e.g. Carnevale & Isen, 1986; Pruitt, 1981; Pruitt & Lewis, 1975).”
When Can Negativity Mean Success? Gender Composition, Negative Relationships and Team Performance
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“Specifically, Judge and Erez (2007) suggested that individuals high in both emotional stability and extraversion are happier and therefore exhibit positive work behaviors, such as cooperation (Carnevale & Isen, 1986), participation (Lyubomirsky et al., 2005), and motivation (Erez & Isen, 2002).”
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“N EGOTIATION is a process in which two or more parties make a joint decision with regard to issues that are initially different in preference [1].”
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“First, the positive mood of leaders helps to mitigate negative tensions and intergroup bias between the subgroups in diverse teams by reducing contentious and competitive behaviour and by facilitating unity (Carnevale & Isen, 1986; George & Bettenhausen, 1990).”
BackgroundThe Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation
Han, D., Park, H., & Rhee, S. (2021) · Sustainability · doi:10.3390/su13052659 · Cited by 16
Understanding the Feeling Component of Human–Wildlife Interactions
Manfredo, M. J. (2008) · Springer eBooks · doi:10.1007/978-0-387-77040-6_3 · Cited by 15
Naïveté and Cynicism in Negotiations and Other Competitive Contexts
Tsay, C., Shu, L. L., & Bazerman, M. H. (2011) · Academy of Management Annals · doi:10.1080/19416520.2011.587283 · Cited by 22
“Recent research has found that emotions can affect many factors of negotiation performance and outcomes, including bargaining tactics (Carnevale & Isen, 1986), concessions (Sinaceur & Tiedens, 2006), and individual and joint gains (Allred, Mallozzi, Matsui, & Raia, 1997).”
NFLUENCING MEDIATOR BEHAVIOR THROUGH BARGAINER FRAMING
Lim, R. G., & Carnevale, P. J. D. (1995) · International Journal of Conflict Management · doi:10.1108/eb022769 · Cited by 14
Self-citationHughes, L. W. (2009) · Journal of Behavioral and Applied Management · doi:10.21818/001c.17268 · Cited by 15
“Positive affect has also been found to promote creativity in problem solving and negotiation exercises (Carnevale & Isen, 1986), and speed and efficiency in decision making (Isen & Means, 1983).”
BackgroundCharacteristics of mother−child conflict and child sex predicting resolution.
Nelson, J. A., Boyer, B. P., Sang, S. A., & Wilson, E. K. (2014) · Journal of Family Psychology · doi:10.1037/a0035990 · Cited by 15
Fassina, N. E. (2004) · Negotiation Journal · doi:10.1111/j.1571-9979.2004.00036.x · Cited by 15
Supporting Integrative Negotiation via Computer Mediated Communication Technologies
Potter, R. E., & Balthazard, P. A. (2000) · Journal of International Consumer Marketing · doi:10.1300/j046v12n04_02 · Cited by 15
“Positive affect decreases the use of contentious tactics (Carnevale and Isen, 1986), as does eliminating visual access between parties during the negotiation (Carnevale, Pruitt, & Seilheimer, 1981; Lewis and Fry, 1977).”
BackgroundGreeks, neuroscience, and International Relations
Lebow, R. N. (2015) · Cambridge University Press eBooks · doi:10.1017/cbo9781316337042.007 · Cited by 14
The Effect of Malleability Beliefs and Emotions on Legal Decision Making
Saks, D. W., Peleg‐Koriat, I., & Halperin, E. (2019) · Justice System Journal · doi:10.1080/0098261x.2019.1590264 · Cited by 16
“Research on interpersonal conflict resolution has demonstrated that positive affect can reduce hostility and increase creative problem-solving in negotiation contexts (Baron 1990; Carnevale and Isen 1986).”
BackgroundIs there a place for sympathy in negotiation? Finding strength in weakness
Shirako, A., Kilduff, G. J., & Kray, L. J. (2015) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2015.09.004 · Cited by 14
“…2005; Gino & Schweitzer, 2008), and lead to more cooperative behavior, higher joint gains, and the use of fewer contentious tactics in negotiations (Carnevale & Isen, 1986; Forgas, 1998; Kramer, Newton, & Pommerenke, 1993); whereas negative emotions reduce trust and receptiveness to advice (Dunn &…”
BackgroundThe Effect of Past Performance on Expected Control and Risk Attitudes in Integrative Negotiations
Kray, L. J., Paddock, E. L., & Galinsky, A. D. (2008) · Negotiation and Conflict Management Research · doi:10.1111/j.1750-4716.2008.00009.x · Cited by 14
“As positive moods have been shown to improve integrative performance (Carnevale & Isen, 1986), affect may be an additional avenue through which the past impacts the present.”
BackgroundEmotion in Organizations: A Review and Theoretical Integration in StagesPreprint
Elfenbein, H. A. (2006) · SSRN Electronic Journal · doi:10.2139/ssrn.942383 · Cited by 16
Park, S., Gratch, J. S., & Morency, L. (2012) · INTERNATIONAL CONFERENCE ON MULTIMODAL INTERACTION · doi:10.1145/2388676.2388682 · Cited by 13
“Some have tried to understand the general role of affect in different stages of negotiation [5] while others have investigated the influence of mood [3, 8], emotion [1, 20], and personality [4].”
BackgroundBlaufus, K., Lorenz, D., Milde, M., Peuthert, B., & Schwäbe, A. N. (2021) · Accounting Organizations and Society · doi:10.1016/j.aos.2021.101294 · Cited by 13
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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