ABSTRACT
T he primaiy aim of this chapter is to provide a comprehensive review of research on emotion in the specific social context of negotiation—a manageable task given that most research on the subject has appeared in the last decade or so. In contrast to the relatively modest body of work examining emotion in negotiation, the broader literature on emotion is vast and diverse, grounded in various subdisciplines of psychology, biology, and sociology. This imposing conceptual breadth inevitably translates into an expansive array of theoretical perspectives—more than 150 theories pertaining to the psychology of emotion, by the measure of one review (Strongman, 1996). Accordingly, this chapter rests on something of a paradox: We can thoroughly review research on negotiation that considers the role of emotion, but we cannot account comprehensively for theories and findings on the psychology of emotion that may have something to say about negotiation.
