Prep Paper- Affect and Conflict

Prep Paper- Affect and Conflict - Preparation Paper 2:...

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Preparation Paper 2: Affect and Conflict According to the article, “On Feeling Good and Getting Your Way: Mood Effects on Negotiator Cognition and Bargaining Strategies,” by Forgas, three experiments were used to perform research on people’s mood effects on cognition and how good and bad moods can ultimately affect people’s plans, expectations, and negotiation strategies and outcomes in interpersonal and intergroup bargaining. Since conflict is inevitable, negotiation is an efficient method opponents can adopt to mitigate their conflict. “Negotiation may be fined as a discussion between two or more partied aimed at resolving incompatible goals” (Forgas, 1998, p.565). In this article, the effects of mood on both planned and actual use of four types of negotiation strategies were examined: cooperation, competition, tit for tat, and random moves. Two types of mood effects on people’s cognition were assessed in this article: informational and processing effects. Joseph P. Forgas (1998) suggested that informational effects occur when mood informs people “what” they think; whereas processing effects occur when mood affects “how” people think. Both effects were successfully integrated into the Affect Infusion Model (AIM), which implies that affect infusion into thinking and judgment is more plausible in situations when people adopt a constructive processing strategy, such as systematic or substantive processing and heuristic processing. On the other hand, affect infusion is less likely to occur when people use a targeted information search strategy, such as direct access of stored information or motivated processing strategies. The objective of the first experiment was to explore the impact of both good and bad moods on planned strategies, subsequent reports of negotiation tactics, and outcomes in both interpersonal and intergroup negotiations. Typically, people with good moods were expected to use more cooperative negotiating strategies due to the greater availability of positive thoughts
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and associations. People who were experiencing bad moods were expected to adopt a more competitive stance in selecting negotiating strategies due to their underestimation in success and in partner cooperation. Individuals participated in two separate studies in which they believed were unrelated: mood induction and interpersonal behavior. Participants’ moods were induced through the manipulation of their performance scores on the verbal abilities task. 19 questions were usually completed in 5 minutes on average. Whereas in the negative condition, participants were told that the task was easy, average score was 25-30 correct answers, and anything above 30 correct answers were above average, individuals were informed that the test was difficult, completing 7-13 was average, and over 13 were above average in the positive condition. The
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This document was uploaded on 11/02/2011 for the course COMM 04:182:473 at Rutgers.

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Prep Paper- Affect and Conflict - Preparation Paper 2:...

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