Healthy Skepticism Library item: 20429

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Publication type: Journal Article

Forgas JP.
On feeling good and getting your way: mood effects on negotiator cognition and bargaining strategies.
J Pers Soc Psychol 1998; 74:(3):565-77
http://psycnet.apa.org/journals/psp/74/3/565/

Abstract:

Are happy people more likely to be cooperative and successful negotiators? On the basis of the Affect Infusion Model (AIM; Forgas, 1995a). Experiment 1 predicted and found that both good and bad moods had a significant mood-congruent effect on people’s thoughts and plans, and on their negotiation strategies and outcomes in both interpersonal and intergroup bargaining. Experiment 2 replicated these results and also showed that mood effects were reduced for persons more likely to adopt motivated processing strategies (scoring high on machiavellianism and need for approval). Experiment 3 confirmed these effects and demonstrated that the mood of the opposition also produced more mood-congruent bargaining strategies and outcomes. The results are discussed in terms of affect priming influences on interpersonal behaviors, and the implications of these findings for real-life cognitive tasks and bargaining encounters are considered.

Keywords:
Affect* Cognition* Female Group Processes Humans Interpersonal Relations* Male Models, Psychological Negotiating*