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friends rather than with strangers."(Barry and Oliver 1996:133) On the other hand if
positive affect is "related to features ofthe bargaining setting, it is positively associated
with an individual's expectations regarding the economic value of hislher own
negotiated outcomes." (Barry and Oliver 1996:134)
AFFECT IN THE NEGOTIATION PROCESS: OFFERS, TACTICAL BEHAVIOUR AND
CONCESSIONS
Initial Offers
No detailed examination has so
far been made of the linkage between
negotiation outcome expectations and positive or negative affect on the one side, and
the initial offer on the other. Barry and Oliver mention one study by Barry and
Friedman (1996) of a simple distributive bargaining task whose result implied that
expectations as well as positive or negative affect as explained in the previous section
determine a negotiator's initial offer. Relationship-based positive affect, or affect based
on positive prior experiences should make the negotiator opt for less extreme initial
offers. When positive affect is not a result ofinterpersonal relationship it leads to higher
expectations that self-interest will be realised and higher initial offers are made.
Tactical Behaviour
This means deciding whether to cooperate or compete during negotiation. A
competitive bargainer tries to persuade his opponent to make concessions because he is
primarily concerned with his own outcomes. A cooperative bargainer is concerned with
both his and his opponent's outcomes, therefore he engages in problem solving
behaviour.
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