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Barry and Oliver (1996) mention five studies by Carnevale and Isen (1986);
Hollingshead and Carnevale (1990); Baron (1990); Druckman and Broome (1991) and
Barry and Oliver (1993), which were conducted to test the influence of positive affect
on the 'selection of negotiation tactics. In the first three studies the subjects who had
been manipulated through being made to watch humorous cartoons and getting small
gifts exhibited cooperative and problem solving behaviour as compared to neutral affect
subjects. In the fourth study familiarity and liking led to willingness to reach
compromise agreement In the last study the positive relationship between the subjects
led to information sharing. Barry and Oliver did not find conclusive evidence that
negative affect reduces cooperativeness (the studies contrasted positive and neutral
affect.)
Experienced Affect
This is affect experienced during negotiation. To Barry and Oliver (1996:135)
experienced affect is itself influenced by what they call "the tactical exchange" i.e.
cooperative behaviour leads to interpersonal trust, which is part of interpersonal affect.
This is "on the basis of prior expectations about one's opponent's motivational
orientation" But problem-solving behaviour alone or its absence is not enough to result
in affective behaviour. Oliver et al (1994) and Burgoon and Le Poire (1993) found that
if prenegotiation expectations are not fulfilled during negotiation, then the negotiation
partner's character, competence and attractiveness are affected. This means if a
negotiator was expecting his or her partner to be competitive, but instead the partner
uses cooperative tactics, then the negotiator's positive affect is enhanced. Also if the
negotiator was expecting cooperative behaviour, but the opponent engages in what
Barry and Oliver (1996: 136) call "contentious behaviour" then the positive affect is
negatively affected.
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