Thinking deep and feeling good : cognitive motivation and positive affect

摘要

This article examines how individual differences in cognitive motivation and positiveaffect influence the outcome in integrative dyadic negotiations. The cognitivemotivation and positive affect of 64 participants were measured prior to a simulatednegotiation. At the individual level, high cognitive motivation strongly improved theoutcome for the sellers, but not for the buyers. When cognitive motivation was low,positive affect enhanced the quality of the outcome for the sellers. The dyadicoutcome was positively affected by both the individual difference variables. Cognitivemotivation was more important than positive affect, and characteristics of the sellerswere more important than those of the buyers.