Editing Negotiation (section)

=== Positive affect ===
Even before the negotiation process starts, people in a positive mood have more confidence,<ref name="Kramer 1993">{{cite journal | last1 = Kramer | first1 = R. M. | last2 = Newton | first2 = E. | last3 = Pommerenke | first3 = P. L. | year = 1993 | title = Self-enhancement biases and negotiator judgment: Effects of self-esteem and mood | journal = Organizational Behavior and Human Decision Processes | volume = 56 | pages = 110–133 | doi=10.1006/obhd.1993.1047| doi-access = free }}</ref> and higher tendencies to plan to use a cooperative strategy.<ref name="Forgas 1998"/> During the negotiation, negotiators who are in a positive mood tend to enjoy the interaction more, show less contentious behavior, use less aggressive tactics,<ref name="Maiese">Maiese, Michelle [http://www.beyondintractability.org/essay/emotion/ "Emotions"] ''Beyond Intractability''. Eds. Guy Burgess and Heidi Burgess. Conflict Research Consortium, University of Colorado, Boulder. Posted: July 2005 downloaded: 30 August 2007</ref> and more cooperative strategies.<ref name="Forgas 1998"/> This, in turn, increases the likelihood that parties will reach their instrumental goals, and enhance the ability to find integrative gains.<ref name="Carnevale 1986">{{cite journal | last1 = Carnevale | first1 = P. J. D. | last2 = Isen | first2 = A. M. | year = 1986 | title = The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation | journal = Organizational Behavior and Human Decision Processes | volume = 37 | pages = 1–13 | doi=10.1016/0749-5978(86)90041-5| hdl = 2027.42/26263 | url = https://deepblue.lib.umich.edu/bitstream/2027.42/26263/1/0000344.pdf | hdl-access = free }}</ref> Indeed, compared with negotiators with negative or natural affectivity, negotiators with positive affectivity reached more agreements and tended to honor those agreements more.<ref name="Forgas 1998"/> Those favorable outcomes are due to better [[decision making|decision-making]] processes, such as flexible thinking, creative [[problem solving|problem-solving]], respect for others' perspectives, willingness to take risks, and higher confidence.<ref name="Barry 2004">Barry, B.; Fulmer, I. S.; & Van Kleef, G. A. (2004) "I laughed, I cried, I settled: The role of emotion in negotiation". In M. J. Gelfand & J. M. Brett (Eds.), ''The handbook of negotiation and culture'' (pp. 71–94). Stanford, Calif.: Stanford University Press.</ref> The post-negotiation positive effect has beneficial consequences as well. It increases satisfaction with the achieved outcome and influences one's desire for future interactions.<ref name="Barry 2004"/> The PA aroused by reaching an agreement facilitates the dyadic relationship, which brings commitment that sets the stage for subsequent interactions.<ref name="Barry 2004"/><br /> PA also has its drawbacks: it distorts the perception of self-performance, such that performance is judged to be relatively better than it is.<ref name="Kramer 1993"/> Thus, studies involving self-reports on achieved outcomes might be biased.