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Thinking deep and feeling good : cognitive motivation and positive affect

Schei, Vidar; Rognes, Jørn K.; Mykland, Solfrid
Working paper
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URI
http://hdl.handle.net/11250/164292
Date
2002-11
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  • Discussion papers (SOL) [27]
Abstract
This article examines how individual differences in cognitive motivation and positive

affect influence the outcome in integrative dyadic negotiations. The cognitive

motivation and positive affect of 64 participants were measured prior to a simulated

negotiation. At the individual level, high cognitive motivation strongly improved the

outcome for the sellers, but not for the buyers. When cognitive motivation was low,

positive affect enhanced the quality of the outcome for the sellers. The dyadic

outcome was positively affected by both the individual difference variables. Cognitive

motivation was more important than positive affect, and characteristics of the sellers

were more important than those of the buyers.
Publisher
Norwegian School of Economics and Business Administration. Department of Strategy and Management
Series
Discussion paper
2002:2

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