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8. Strategic Emotion in Negotiation: Cognition, Emotion, and Culture
Shu Li, Michael E. Roloff
166 - 185
Emerging Communication: Studies in New Technologies and Practices in Communication
Volume 9: From Communication to Presence
Abstract

This chapter is an overview of research on emotion in negotiation that integrates cognitive, affective, and cultural aspects of the field. We address the following issues: (1) the effects of mood and emotion on negotiator cognition and performance and the potential of emotion as a negotiation strategy; (2) individual differences in emotional expression and individual traits, such as self-monitoring and emotional intelligence, that impact on the use of strategic emotion; and (3) cultural influences on negotiation and on emotional experience and expression.

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