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the research by Crosby, Evans and Coules (1990) to play a role in the maintenance of
future interaction. Affective outcomes ofthe negotiation are also believed to determine
whether the implementation will be effective or ineffective.
AFFECT INTENSITY
This is described as one of the four fundamental temperaments and is also
known as emotionality. It is characterised by an intense response to stimuli and a deep
experience of emotions. During self-presentation and negotiation emotionality can
work negatively in the attempt to neutralise or cover an emotion. But if the aim is to
express an emotion clearly and more intensely, it has a positive result.
Also of note is the fact that there are individual differences in emotionality,
which are stable in adulthood. Mfect intensity or emotionality, according to research by
Larsen and Diener (1987) decreases from the age of 16 to the age of 68. People with a
high emotional state focus more on the affective information and think about it more
than people low in emotionality. Older adults have also been shown to be more able to
control information processing in a less emotional way and can more easily neutralise
masks or suppress their emotions. For negotiation purposes affect intensity of the
negotiating partners needs to be taken into account.
UTILISING EMOTIONS DURING NEGOTIATION
Barry (1999:96) defines emotions as the differentiated affect states. They are
short-term and are a result of"some identifiable triggering event or condition."
Thompson (1998:175) feels that emotions are essential for negotiation because
they enable people to understand their opponents and achieve their goals. They guide
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