Editing Negotiation (section)

=== Effect of partner's emotions ===
Most studies on emotion in negotiations focus on the effect of the negotiator's own emotions on the process. However, what the other party feels might be just as important, as [[group emotion]]s are known to affect processes both at the group and the personal levels.
When it comes to negotiations, trust in the other party is a necessary condition for its emotion to effect,<ref name="Van Kleef 2006"/> and visibility enhances the effect.<ref name="Carnevale 1986"/>
Emotions contribute to negotiation processes by signaling what one feels and thinks and can thus prevent the other party from engaging in destructive behaviors and indicate what steps should be taken next: PA signals to keep in the same way, while NA points out that mental or behavioral adjustments are needed.<ref name="Barry 2004"/><br />
Partner's emotions can have two basic effects on the negotiator's emotions and behavior: mimetic/ reciprocal or complementary.<ref name="Butt 2005"/> For example, [[disappointment]] or [[sadness]] might lead to [[compassion]] and more cooperation.<ref name="Barry 2004"/> In a study by Butt et al. (2005) that simulated real multi-phase negotiation, most people reacted to the partner's emotions in a reciprocal, rather than complementary, manner. Specific emotions were found to have different effects on the opponent's feelings and are strategies chosen:

* '''Anger''' caused the opponents to place lower demands and to concede more in a [[Zero-sum game|zero-sum]] negotiation, but also to evaluate the negotiation less favorably.<ref name="Van Kleef 2004">{{cite journal | last1 = Van Kleef | first1 = G. A. | last2 = De Dreu | first2 = C. K. W. | last3 = Manstead | first3 = A. S. R. | year = 2004 | title = The interpersonal effects of anger and happiness in negotiations | url = http://home.medewerker.uva.nl/g.a.vankleef/bestanden/Van%20Kleef%20et%20al.%20(2004a%20JPSP).pdf | journal = Journal of Personality and Social Psychology | volume = 86 | issue = 1 | pages = 57–76 | doi = 10.1037/0022-3514.86.1.57 | pmid = 14717628 | access-date = 2 September 2007 | archive-url = https://web.archive.org/web/20070926065715/http://home.medewerker.uva.nl/g.a.vankleef/bestanden/Van%20Kleef%20et%20al.%20(2004a%20JPSP).pdf | archive-date = 26 September 2007 | url-status = dead }}</ref> It provoked both dominating and yielding behaviors of the opponent.<ref name="Butt 2005"/>
* '''[[Pride]]''' led to more integrative and compromise strategies by the partner.<ref name="Butt 2005"/>
* '''[[Guilt (emotion)|Guilt]]''' or '''[[Regret (emotion)|regret]]''' expressed by the negotiator led to a better impression of him by the opponent, however, it also led the opponent to place higher demands.<ref name="Van Kleef 2006"/> On the other hand, personal guilt was related to more satisfaction with what one achieved.<ref name="Barry 2004"/>
* '''[[Worry]]''' or '''disappointment''' left a bad impression on the opponent but led to relatively lower demands by the opponent.<ref name="Van Kleef 2006"/>