Abstract

We examined the role of anticipated happiness in negotiation settings. Anticipated happiness is the happiness that individuals expect to experience in the future if certain events do or do not occur. In two studies, we tested the argument that anticipated happiness initiates an approach goal, leading individuals to promote economic interests. Study 1 revealed that anticipated happiness was positively related to the propensity to initiate a negotiation, mediated by an approach goal. In Study 2, we found that anticipated happiness about reaching the target value increased the individual negotiation outcome, mediated by actual target value. Our studies provide insight into how anticipated happiness influences motivation, behavior, and ultimately individual outcomes in negotiations.

Document Type

Article

Publication Date

2011

Comments

© 2011 International Association for Conflict Management and Wiley Periodicals, Inc. Article first published online: 6 JUL 2011
DOI: 10.1111/j.1750-4716.2011.00081.x
The definitive version is available at www3.interscience.wiley.com

Full Citation:
Kong, D. T., Tuncel, E. and McLean Parks, J. (2011), Anticipating Happiness in a Future Negotiation: Anticipated Happiness, Propensity to Initiate a Negotiation, and Individual Outcomes. Negotiation and Conflict Management Research, 4: 219–247. doi: 10.1111/j.1750-4716.2011.00081.x