@inbook{8f2467ed2fef4d4ab026ad076477b7a2,
title = "Strategic emotion in negotiation: Cognition, emotion, and culture",
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.",
author = "Shu Li and Roloff, {Michael E.}",
year = "2012",
language = "English (US)",
isbn = "9781586036621",
series = "Emerging Communication: Studies in New Technologies and Practices in Communication",
pages = "166--185",
editor = "Giuseppe Riva and Teresa Anguera and Brenda Wiederhold and Fabrizia Mantovani",
booktitle = "From Communication To Presence. Cognition, Emotions and Culture Towards the Ultimate Communicative Experience - Festschrift in honor of Luigi Anolli",
}