Skip to main content Accessibility help

We use cookies to distinguish you from other users and to provide you with a better experience on our websites. Close this message to accept cookies or find out how to manage your cookie settings.

Close cookie message
×
Hostname: page-component-76fb5796d-vfjqv Total loading time: 0 Render date: 2024-04-25T11:57:53.185Z Has data issue: false hasContentIssue false

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
Get access

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.
Type
Chapter
Information
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

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

Save book to Kindle

To save this book to your Kindle, first ensure coreplatform@cambridge.org is added to your Approved Personal Document E-mail List under your Personal Document Settings on the Manage Your Content and Devices page of your Amazon account. Then enter the ‘name’ part of your Kindle email address below. Find out more about saving to your Kindle.

Note you can select to save to either the @free.kindle.com or @kindle.com variations. ‘@free.kindle.com’ emails are free but can only be saved to your device when it is connected to wi-fi. ‘@kindle.com’ emails can be delivered even when you are not connected to wi-fi, but note that service fees apply.

Find out more about the Kindle Personal Document Service.

Available formats
×

Save book to Dropbox

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Dropbox.

Available formats
×

Save book to Google Drive

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Google Drive.

Available formats
×