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affected. But if the positive affect is "dispositional or situational" then the joint
outcomes are strongly influenced.
. The results ofresearch done by Kaufinann and Stem (1988) revealed to Barry
and Oliver (1996:137) that when one negotiator experiences positive affect and the
other experiences negative affect when the negotiation is concluded, the negative
opponent continues to have ill-feelings "particularly if he feels he has been unfairly
treated, exploited or deceived by the more content party. "Barry and Oliver call this
"retained hostility" and the negative party exhibits this by avoidance, retribution and
non-participation in future negotiations.
AFFECT AS ACONSEQUENCE OF ECONOMIC OUTCOMES: SOCIAL-PSYCHOLOGICAL
OUTCOMES
Each individual negotiator has his or her expected outcomes, and they influence
the level ofpost-negotiation positive affect. If the encounters exceed expectations, and
there is a perception of greater satisfaction and there is a desire to further interact with
the opponent in the future, then positive affect is increased; but ifthe outcomes are not
met, then positive affect is diminished. Barry and Oliver (1996:137) call this the
"expectancy disconfirmation interpretation". This shows that changes in affect states
mediate the link between economic and perceptual outcomes. This happens in two
affective sequences: according to Weiner one is called outcome dependent affect and is
based on the goal-relevance of the outcome of the subject. This is called primary
appraisal. The other one is called attribution -dependent affect and results from" causal
aspirations (attributions) for the outcome." It includes guilt or gloating for personal
ascriptions and anger or gratitude for "other-directed ascriptions." This is called
secondary appraisaL
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