20. Emotions in Bargaining

This chapter delves into the complex dynamics of emotions in bargaining, emphasizing how they shape the negotiation process. It begins by defining emotions and their significance in mixed-motive situations, where competition and cooperation coexist. The text explores how emotions like anger, happiness, and disappointment affect negotiators' decisions and behaviors, as well as their counterparts' perceptions and responses. It also discusses the role of incidental and integral emotions, and how emotional expressions can be used strategically. The chapter highlights the social functions of emotions, such as signaling intentions and eliciting affective reactions, and how these functions influence negotiation outcomes. Additionally, it examines the interplay between emotions and deceptive strategies, offering insights into how emotions can be manipulated to gain an advantage in negotiations. Throughout, the chapter emphasizes the importance of understanding emotional dynamics to enhance negotiation success and offers suggestions for future research.