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Chapter 7 - Social effects of emotions in conflict and negotiation

from Part II - Social effects of emotions: the empirical record

Published online by Cambridge University Press:  05 April 2016

Gerben A. van Kleef
Gerben A. van Kleef
Affiliation:
Universiteit van Amsterdam
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Summary

In this chapter I review research on the interpersonal effects of emotions in conflict and negotiation. The key question here is how emotional expressions influence cooperation versus competition in situations of mixed-motive interdependence. I review research on the influence of emotional expressions in the context of a variety of conflict management settings, such as bargaining, dispute resolution, and coalition formation. These studies indicate that emotional expressions shape negotiation behavior and the resolution versus escalation of conflicts by instigating affective reactions as well as inferential processes in observers, depending on observers' information processing tendencies and on the perceived appropriateness of the emotional expressions. I also discuss emerging research on the role of emotional intelligence in conflict and negotiation.
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The Interpersonal Dynamics of Emotion
Toward an Integrative Theory of Emotions as Social Information
 , pp. 123 - 145
Publisher: Cambridge University Press
Print publication year: 2016

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