IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v18y2009i3d10.1007_s10726-008-9153-7.html
   My bibliography  Save this article

Emotion as an Argumentation Engine: Modeling the Role of Emotion in Negotiation

Author

Listed:
  • Bilyana Martinovski

    (University of Southern California)

  • Wenji Mao

    (University of Southern California)

Abstract

The purpose of this paper is to present a model of emotion in negotiation, which reflects the active role emotions play in decision taking as modifiers of theory-of-mind models, goals and strategies. The model is based on empirical studies of human interaction in different activities such as plea bargains, simulated negotiations, doctor patient consultations, and virtual human–human interactions. We use empathy as an example of emotion, which has a natural and powerful function in the shaping and re-contextualization of decision processes. We study also the linguistic realization of emotions as forms of argumentation in authentic discourse.

Suggested Citation

  • Bilyana Martinovski & Wenji Mao, 2009. "Emotion as an Argumentation Engine: Modeling the Role of Emotion in Negotiation," Group Decision and Negotiation, Springer, vol. 18(3), pages 235-259, May.
  • Handle: RePEc:spr:grdene:v:18:y:2009:i:3:d:10.1007_s10726-008-9153-7
    DOI: 10.1007/s10726-008-9153-7
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-008-9153-7
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.

    File URL: https://libkey.io/10.1007/s10726-008-9153-7?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Bilyana Martinovski, 2014. "Interactive Alignment or Complex Reasoning: Reciprocal Adaptation and Framing in Group Decision and Negotiation," Group Decision and Negotiation, Springer, vol. 23(3), pages 497-514, May.
    2. Michele Griessmair, 2017. "Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity," Group Decision and Negotiation, Springer, vol. 26(6), pages 1061-1090, November.
    3. Thomas Homer-Dixon & Manjana Milkoreit & Steven J. Mock & Tobias Schröder & Paul Thagard, 2014. "The Conceptual Structure of Social Disputes," SAGE Open, , vol. 4(1), pages 21582440145, March.
    4. Scott D. Findlay & Paul Thagard, 2014. "Emotional Change in International Negotiation: Analyzing the Camp David Accords Using Cognitive-Affective Maps," Group Decision and Negotiation, Springer, vol. 23(6), pages 1281-1300, November.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:18:y:2009:i:3:d:10.1007_s10726-008-9153-7. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.