Affect from the top down: How powerful individuals' positive affect shapes negotiations

Cameron Anderson*, Leigh L. Thompson

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

121 Scopus citations

Abstract

We tested the hypothesis that the positive affect of powerful negotiators shapes the quality of negotiation processes and outcomes more than the positive affect of less powerful negotiators. Findings from two studies supported the hypothesis: powerful individuals' trait positive affect was the best predictor of negotiators' trust for each other and of whether they reached integrative outcomes. Positive affect predicted joint gains above and beyond negotiators' trait cooperativeness and communicativeness. However, positive affect was unrelated to distributive outcomes; thus, there were no observed disadvantages of being positively affective.

Original languageEnglish (US)
Pages (from-to)125-139
Number of pages15
JournalOrganizational Behavior and Human Decision Processes
Volume95
Issue number2
DOIs
StatePublished - Nov 2004

Keywords

  • Affect
  • Emotion
  • Individual differences
  • Mood
  • Negotiation
  • Personality traits
  • Power
  • Trust

ASJC Scopus subject areas

  • Applied Psychology
  • Organizational Behavior and Human Resource Management

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