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Emotions in negotiations
Over the last two decades, there has been a growing interest in
studying the influence of discrete emotions in negotiation. Some of this
work has focused on developing theoretical arguments or frameworks

regarding the role of affect and affective processes in negotiation (e.g.,
Allred, 1999; Barry & Oliver, 1996; Davidson & Greenhalgh, 1999;
Lawler & Yoon, 1995; Morris & Keltner, 2000; Thompson et al., 1999).

Other work, instead, has focused on empirical studies with emotions in
negotiation as the central focus (e.g., Baron, 1990; Carnevale & Isen,
1986; Friedman et al., 2004; Kramer, Newton, & Pommerenke, 1993;
Shapiro, 1991; Shapiro & Bies, 1994; Sinaceur & Tiedens, 2006; Steinel

et al., 2008).
In approaching emotion research, it is important to keep clear
definitions in mind. Although these terms are at times used loosely,

emotions and moods are distinct constructs in the literature on emotions;
affect is a third, related construct that generally includes the other two.
Emotions involve physiological arousal that arises in response to

specific events or situational stimuli (Parrott, 2001; Smith & Ellsworth,
1985). Emotions are more specific, differentiated and also of shorter
duration than moods, which are defined as diffuse feelings of either

positive or negative valence that are both enduring and pervasive
(Forgas, 1992; 1998). Both emotions and moods are important in the
study of negotiation, since negotiations generally give rise to many
emotions.

Early research in negotiation focused on the role of mood and
found that, in general, positive moods are associated with cooperative
behavior (Barry & Oliver, 1996); they increase concession making, and

they elicit creative problem-solving (Baron et al., 1990; Forgas, 1995;
1998). Instead, negative moods are associated with competitive behavior
(Barry & Oliver, 1996); they decrease initial offers as well as joint gains,
and they increase the use of self-interested and competitive strategies at

the bargaining table (Pillutla & Murnighan, 1996).
More recently, negotiation research has started to examine the role
of discrete emotions rather than mood, but the research is still sparse. To

date, anger and happiness are the most commonly studied emotions in
negotiations (e.g., Allred et al., 1997; Van Dijk et al., 2008; Van Kleef et
al., 2004), while other emotions have not yet received a lot of research

attention. The empirical studies on the effects of emotion in negotiation
that have been conducted so far have found that positive emotions help