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unpleasantness and high or low arousal or engagement. The structure indicate~ that
negative emotions have a more complex structure than positive ones.
Thompson (1998:178) proposes a hierarchy of emotions indicating
superordinate, basic and subordinate categories of emotions. This structure shows how
emotions develop end how they organize development.
THE ROLE OF AFFECT IN NEGOTIATION
To Barry and Oliver (1996:131) there is a strong assumption that individuals
experience strong affective states, which influence negotiation in various ways and at
different times. These may be caused by:
The negotiator's dispositiona1 affect, which may in turn cause the valence and
intensity ofthe episode-relevant affect to vary;
>- The physical setting within which negotiations occur" i.e. whether the
setting is pleasing or discomforting;
>- The events experienced immediately before the negotiation process,
and
>- "Prior perceptions and experiences" negotiators bring to that situation.
Here Barry and Oliver (1996) mention experiments where humorous and or
grim films and texts were used on participants to influence them. These perceptions
may include previous negotiation experience with an opponent, which, if it was
favourable, may lead to positive affect, which in turn may lead to a desire for future
negotiation with the same person. This is especially so in a negotiated settlement that,
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