Emotions in Bargaining

Gert-Jan Lelieveld () and Eric Dijk ()
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Gert-Jan Lelieveld: Leiden University
Eric Dijk: Leiden University

Chapter Chapter 20 in Bargaining, 2022, pp 433-454 from Springer

Abstract: Abstract The current chapter provides an overview of theory and research on the effects of emotions in bargaining. Three different ways in which emotions shape negotiations will be discussed. The first part focuses on how the experience of one's own emotions influences the bargaining process (i.e., the intrapersonal effects). The second part reviews how emotional expressions influence the other party in negotiations (i.e., the interpersonal effects). The last part will focus on how emotions influence deceptive strategies in negotiations, and how negotiators use their emotions to deceive their opponents. Finally, suggestions for future research and practical implications are discussed.

Date: 2022
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-76666-5_20

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DOI: 10.1007/978-3-030-76666-5_20

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