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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
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    Citations

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    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.

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