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31 Negot. J. 425 (2015)
Affect, Emotion, and Emotion Regulation in the Workplace: Feelings and Attitudinal Structuring

handle is hein.journals/nejo31 and id is 425 raw text is: Affect, Emotion, and Emotion Regulation in the Workplace: Feelings and Attitudinal Structuring Michele Williams Almost forty years after A Behavioral Theory of Labor Negotiations was published in 1965, negotiation and organizational behavior scholarship experienced an affective revolution (Barsade, Brief, and Spataro 2003). Although Walton and McKersie could not have predicted the widespread academic and public interest in emotion and emotional intelligence, the section of their book on attitudinal structuring - which identified the dimension of friendliness-hostility as a critical aspect of the relationship between negotiating parties in the workplace and other settings - fore- shadowed it. Affect refers to a positive or negative visceral response to stimuli (Zajonc 1980; Keltner and Haidt 1999). The term encompasses dispositional tendencies; moods; directed affective experiences, such as liking and forming affective bonds; as well as such discrete emotions as anger, con- tempt, and empathy (Frijda 1988; Ellsworth and Scherer 2003). Feelings associated with friendliness have a positive affective tone and typically involve liking, affective bonds, and empathy. A substantial body of research has found that positive affect promotes helping behavior and the maintenance of social bonds (Fredrickson 2001; Niven et al. 2012), as well as decision making and creativity (Isen 1987, 2008; Estrada, Isen, and Young 1997; Fredrickson and Branigan 2005) - all of which can facilitate integrative bargaining and collaboration in the work- place (Isen 2001). Further, feelings of empathic concern have been linked to better joint outcomes for negotiators in both competitive and coopera- tive contexts (Galinsky et al. 2008; Gilin et al. 2013), to altruistic behavior Michele Williams is an assistant professor of organizational behavior at Cornell University in Ithaca, New York. Her e-mail address is mwilliams@cornell.edu. 10.111 1/nejo.12120 © 2015 President and Fellows of Harvard College Negotiation Journal October 2015 425

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