Journal article

See the Benefit: Adversity Appraisal and Subjective Value in Negotiation

Benjamin Lewis, Mara Olekalns, Philip L Smith, Brianna Barker Caza

NEGOTIATION JOURNAL | WILEY | Published : 2018

Abstract

Negotiation scholars know relatively little about how negotiators can overcome adverse circumstances and end negotiations with an enhanced sense of satisfaction. Using a series of two negotiations simulations, we tested whether cognitive reappraisal influences negotiators' responses to adverse experiences. After completing a negotiation in which they either did – or did not – encounter difficulties, participants identified a challenging moment and wrote about either the benefits or harms they associated with that moment. They then completed a second negotiation and reported their post-negotiation satisfaction using the Subjective Value Inventory. Compared to negotiators who did not encounter..

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