The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation

Abstract

The present study investigated the influence of positive affect and visual access on the process and outcome of negotiation in an integrative bargaining task. Visual access was crossed with positive affect in a 2 x 2 design. The results supported the hypotheses that positive affect would reduce the use of contentious tactics and would increase joint benefit, just as had been found for the presence of a barrier that eliminated visual access to the other negotiator (S. Lewis & W. Fry, 1977, Organizational Behavior and Human Performance 20, 75-92). This latter finding was also replicated. Only when bargainers were face to face and not in a positive state was there heavy use of contentious tactics, reduced trade-offs, and fewer integrative solutions. This means that positive affect can overcome the competitive processes and poor outcomes normally observed in face-to-face integrative bargaining. The results are discussed in terms of the cognitive dynamics of negotiation.