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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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“To measure the presence of the fixed pie bias past researchers have asked subjects about the other parties’ priorities (Carnevale and Isen, 1986; Kimmel et al., 1980; and Thompson and Hastie, 1990a).”
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And sympathy is what we need my friend—Polite requests improve negotiation results
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“The line of research that studies affect and conflict resolution was initiated by Carnevale and Isen (1986) and has continued to grow (Allred et al., 1997; Forgas, 1998; Isen et al., 1987; Pillutla and Murnighan, 1996).”
BackgroundCreative People Create Values: Creativity and Positive Arousal in Negotiations
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“The effects of positive arousal in negotiations are also ill-researched, although some studies addressing general positive affect found that negotiators in a good mood were less competitive than others (Baron, 1990) and reached better joint outcomes (Carnevale & Isen, 1986).”
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Handshaking Promotes Cooperative DealmakingPreprint
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“In addition to signaling cooperation, shaking hands may influence positive affect, which has been shown to increase integrative agreements (Carnevale & Isen, 1986).”
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“These findings align well with the assumption of the barrier effect, namely that the spatial and temporal separation as well as the removal of visual and social cues (a barrier), leads to less hostile, competitive behavior and more integrative solutions (Carnevale & Isen, 1986).”
ResultThe way you make me feel: Integral affective influences on interpersonal behavior
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“…cooperative strategy (Forgas 1998), increased their frequency of arriving at agreements that enhance joint gains (Barsade 2002), enhanced their ability to find integrative gains (Carnevale and Isen 1986), and helped negotiators avoid the development of hostility and conflict (Isen and Baron 1991).”
BackgroundWatch Your Tone … Relational Paralinguistic Messages in Negotiation
Semnani‐Azad, Z., & Adair, W. L. (2013) · International Studies of Management and Organization · doi:10.2753/imo0020-8825430404 · Cited by 11
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Parallel and Divergent Predictors of Objective and Subjective Value in Negotiation
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“Email: Jackie.Nelson@utdallas.edu affect and warmth are used during conflicts, individuals are less combative and more likely to negotiate (Carnevale & Isen, 1986).”
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“[64] said that positive mood help employee become more constructive, more cooperate and have more integrative solution.”
BackgroundThe Power of Presence: Strategic Response to Displayed Emotions in Negotiations
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“Research works by Carnevale & Isen (1986), Aspinwall (1998), Ashby, Isen, & Turken (1999) and Isen (2001), suggest that positive affect increases a person’s ability to organize ideas in multiple ways, to access alternative perspectives and also to improve performance in several tasks that are…”
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“It supplements studies that have examined the effects of emotional expressions in negotiation (e.g., Van Kleef et al. 2004; Wang et al. 2012), as well as research studying the intrapersonal effects of emotional experience in negotiation (Barry et al. 2004; Carnevale and Isen 1986).”
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Positive affect facilitates the effect of a warning on false memory in the DRM paradigm
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“At the same time, however, several studies have demonstrated the beneficial effects of positive affect on such processes (e.g. Breslin & Safer, 2011; Carnevale & Isen, 1986; Staw & Barsade, 1993).”
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“This includes large programs of research on dyads debating controversial issues (for reviews, see Rutter 1987 and Short et al. 1976), a series of studies on dyadic negotiation ( Carnevale and Isen 1986; Carnevale et al. 1981; Tysoe 1984), and a recent study examining value-laden resource allocation (Valacich et al. 19…”
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“…experiencing positive, rather than negative affect are more likely to engage in cooperative behavior, less likely to engage in contentious behavior, and more likely to create joint value (e.g., Carnevale & Isen, 1986; Isen, Daubman & Nowicki, 1987; Baron, 1990; Forgas, 1998; Murnighan, 1991).”
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But consider the alternative: The influence of positive affect on overconfidence
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“First, positive affect has been repeatedly found to enable switching between multiple aspects of a situation (e.g., Carnevale & Isen, 1986; Derryberry, 1993; Isen, 2008; Isen & Daubman, 1984; Isen et al., 1985).”
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“Indeed, positive feelings promote trust and creative thinking and, accordingly, value creation and integrative agreements (Carnevale & Isen, 1986).”
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“research on negotiations from organizational behavior (Carnevale and Isen 1986).”
I Can Already Guess Your Answer: Predicting Respondent Reactions during Dyadic Negotiation
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“Some have tried to understand the general role of affect in different stages of negotiation [6] while others have investigated the influence of mood [4], [11], emotion [1], [43], and personality [5].”
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Hortalà-Vallvé, R., Llorente-Saguer, A., & Nagel, R. (2012) · Experimental Economics · doi:10.1007/s10683-012-9328-6 · Cited by 7
“9Carnevale and Isen (1986) claim that most negotiations occur under some form of time pressure. Besides it is not feasible to run a laboratory experiment without such constraints as the possibility of gridlock may freeze the experiment indefinitely. Yukl et al. (1976) and Carnevale and Isen (1986) show that early dead…”
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“…state that a positive attitude increases the creativity of the solutions found to problems and more sensible and accurate judgment/decision-making (Carnevale & Isen, 1986; Isen, 1993; Lyubomirsky, King, & Diener, 2005), and that creative activity stimulates worker…”
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“In addition, they have been found to facilitate conflict resolution (Lyubomirsky et al., 2005), enhance creative problem solving abilities (Carnevale & Isen, 1986; Isen, Daubman, & Nowicki, 1987), facilitate conciliatoriness (Van Kleef, 2008) and concession making (Forgas, 1998; Baron, 1990),…”
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“…attention to the affective processes of humor and the ways to induce such an affective state and consequently positive outcomes – such as creativity (Isen et al., 1987; Zhengwei et al., 2019) or the avoidance of use of contentious tactics in negotiations (Carnevale and Isen, 1986) – in individuals.”
BackgroundAn agent-based model to support negotiation-based order acceptance in a multi-plant enterprise
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“In most of the cases, di erences in preferences between the buyer and the supplier can be resolved by proper negotiations in which involved parties make a joint decision on the value of issues (Carnevale and Isen, 1986; Rai a et al., 2002).”
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Can conflict improve team effectiveness?
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“For example, the best negotiation outcomes are reached when people manage to create and maintain a positive and relaxed atmosphere, see e.g., [ 3 , 21, 34].”
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The case study of Topophilia's Role as a Motivator to Learn and an Analysis of Educational Resources
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Zehetner, A., & Zehetner, D. (2019) · Journal of Marketing Development and Competitiveness · doi:10.33423/jmdc.v13i4.2356 · Cited by 6
Reprint of: The psychological experience of intragroup conflict
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Shared metacognition in integrative negotiation
Choi, D. (2010) · International Journal of Conflict Management · doi:10.1108/10444061011063199 · Cited by 4
Guillon, B. (2013) · Innovations · doi:10.3917/inno.040.0051 · Cited by 4
Social psychological perspectives on the behavioral model
Pruitt, D. G. (1992) · Journal of Organizational Behavior · doi:10.1002/job.4030130311 · Cited by 4
Can extreme experiences enhance creativity? The case of the underwater nightclub
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Many Labs 5: Replication of van Dijk, van Kleef, Steinel, and van Beest (2008)
Skorb, L., Aczél, B., Bakos, B. E., Feinberg, L., Hałasa, E., Kauff, M., Kovács, M., Krasuska, K., Kuchno, K., Manfredi, D., et al. (2020) · Advances in Methods and Practices in Psychological Science · doi:10.1177/2515245920927643 · Cited by 4
“The previously studied predictors of negotiation outcomes include positive affect (Carnevale & Isen, 1986), gender (Mazei et al., 2015), time pressure (Stuhlmacher & Champagne, 2000), and physical appearance (Solnick & Schweitzer, 1999), to name a few.”
BackgroundCreative Problem Solving: Not Just About the Problem
Shapiro, D. L. (2012) · Springer eBooks · doi:10.1007/978-1-4614-3555-6_4 · Cited by 4
Incertitude et intensité émotionnelle en situation de négociation
Ansel, D. (2010) · Négociations · doi:10.3917/neg.013.0023 · Cited by 8
Wang, M., & Han, Y. (2014) · International Conference on Management Science and Engineering (ICMSE) · doi:10.1109/icmse.2014.6930332 · Cited by 4
“While some prior research indicates that expressions of positive emotions such as happiness would improve their gains than do expressions of positive emotions such as angry[5-7], more research suggests that negative rather than positive emotions would facilitate the value claiming.”
BackgroundA LONGITUDINAL STUDY OF THE RELATIONSHIP BETWEEN AFFECT AND BOTH HEALTH AND LIFESTYLE
Yamasaki, K., Nagai, A., & Uchida, K. (2007) · PSYCHOLOGIA · doi:10.2117/psysoc.2007.177 · Cited by 4
“For example, enhancement of social activities and extraversion associated with PA (Carnevale & Isen, 1986; Lucas & Baird, 2004) may improve health by increasing social support.”
BackgroundNegotiators’ emotion perception and value-claiming under different incentives
Kong, D. T., Bottom, W. P., & Konczak, L. J. (2016) · International Journal of Conflict Management · doi:10.1108/ijcma-08-2015-0056 · Cited by 4
Nada, T., Hori, K., & Maruno, S. (2012) · The Japanese Journal of Educational Psychology · doi:10.5926/jjep.60.324 · Cited by 4
The value of apology in construction dispute negotiation
Cheung, S. O., Zhu, L., & Yu, K. I. (2020) · International Journal of Construction Management · doi:10.1080/15623599.2020.1744797 · Cited by 6
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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