Thinking deep and feeling good : cognitive motivation and positive affect

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.