Editing Negotiation (section)

=== Affect effect ===
[[Dispositional affect|Dispositions for effect]]s affect various stages of negotiation: which strategies to use, which strategies are chosen,<ref name="Forgas 1998">{{cite journal | last1 = Forgas | first1 = J. P. | year = 1998 | title = On feeling good and getting your way: Mood effects on negotiator cognition and behavior | journal = Journal of Personality and Social Psychology | volume = 74 | issue = 3| pages = 565–577 | doi=10.1037/0022-3514.74.3.565 | pmid=11407408}}</ref> the way the other party and their intentions are perceived,<ref name="Van Kleef 2006">{{cite journal | last1 = Van Kleef | first1 = G.A. | last2 = De Dreu | first2 = C.K.W. | last3 = Manstead | first3 = A.S.R. | year = 2006 | title = Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret | url = http://psych.cf.ac.uk/home2/manstead/Van%20Kleef%20et%20al.%20%282006b%29.pdf| journal = Journal of Personality and Social Psychology | volume = 91 | issue = 1| pages = 124–142 | doi=10.1037/0022-3514.91.1.124 | pmid=16834484| s2cid = 11970038 }}</ref> their willingness to reach an agreement, and the final negotiated outcomes.<ref name="Butt 2005">{{cite journal | last1 = Butt | first1 = AN | last2 = Choi | first2 = JN | last3 = Jaeger | first3 = A | year = 2005 | title = The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics | journal = Journal of Organizational Behavior | volume = 26 | issue = 6| pages = 681–704 | doi=10.1002/job.328}}</ref> [[Positive affectivity]] (PA) and [[negative affectivity]] (NA) of one or more of the negotiating sides can lead to very different outcomes.