I laughed, I cried, I settled: The role of emotions in negotiation

By B. Barry, I. Fulmer, Gerben A. van Kleef. 2004

140 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/c5d62d2e238e7a5a3926f353cfaf1d894a1ab84d

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

1. Maw-Der Foo
2. H. Tan
3. V. C. Aik
4. Judith B. White
5. G. Cacciotti
6. Dan K. Hsu
7. Melissa S. Cardon
8. Hillary Anger Elfenbein

Citations in the corpus

• Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation (2006, background): “Emotion Recognition in Negotiation Negotiation can be a highly emotional arena (for reviews, see Barry et al. 2004; Kumar 1997).”
• Emotions as strategic information: Effects of other’s emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation (2008, unknown): “There is increasing consensus that emotions play an essential role in regulating social interactions (Barry, Fulmer, & Van Kleef, 2004; Frijda, 1986; Keltner & Haidt, 1999; Morris & Keltner, 2000; Oatley & Jenkins, 1992; Parkinson, 1996; Van Kleef et al., 2004a, 2004b).”