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negotiators create value and reduce contentious behavior, whereas other-
directed anger has the opposite effect (for a review, see Barry, Fulmer,
& Van Kleef, 2004). Yet, several questions regarding the emotional side
of negotiation are still unanswered. We identify a few of these questions

in the remainder of the chapter.
Morris and Keltner (2000) proposed two different approaches to
integrating emotion into negotiation. The first is the affect and cognition

perspective, which focuses on the intrapersonal processes that emotions
evoke (e.g., how does a focal negotiator act under the influence of a
particular emotion?). The second is the social-functional perspective,
which focuses on the interpersonal processes that emotions facilitate

(e.g., how does a focal negotiator influence the dyad as a whole under
the influence of a particular emotion?). Thus, while intrapersonal
research focuses on the effects that emotions experienced by a negotiator

have on his/her behavior, interpersonal research focuses on the effects
that the negotiator’s emotions have on his/her counterpart.
In this chapter, we focus exclusively on the affect and cognition

perspective, and examine how the felt emotions of the focal negotiator
increase or reduce the use of deception. However, we see research
following the social-functional perspective to be crucial in the

understanding of negotiators’ behavior at the bargaining table. We hope
that future work will dedicate research attention to this important line of
investigation.

ASSIGNMENTS
1. Explain the main idea of the text.
2. Make in pairs dialogues using this text.

3. What does the term ‘deception in negotiations’ mean?
4. Find a paragraph where this term used and translate it.
5. Try to make your own sentences using this expression.
6. Make a conclusion to this article using this expression.

7. If you have a possibility to deceive in negotiations, would you?
8. How does the mood affect negotiations?
9. Have you ever had an experience of negotiations?

10. Summarize the text.