Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes

http://dx.doi.org/10.1016/j.obhdp.2014.10.005 0749-5978/ 2014 Elsevier Inc. All rights reserved. ⇑ Corresponding author. 1 Anderson and Thompson (2004) examined the effect of trait positive integrative outcomes in negotiations. However, it is not clear whether trait affect by high power negotiators increases integrative agreements becau powerful negotiators’ experience or expression of trait positive affect. These acknowledge that although they obtained some supportive evidence for an sonal mechanism; that mutual trust partially mediated the effect of trait posit on integrative agreements, that there seems to be other mechanisms also res for the effect. For instance, they also posit (but did not test) the intra mechanisms in which enhanced creativity and innovative thinking (Carneva 1986), or more pro-social and cooperative orientation toward others (Forg mediate the effect of trait positive affect on integrative agreements. Naomi B. Rothman a,⇑, Gregory B. Northcraft b