![]() ![]() Individual differences in uses of humor and their relation to psychological well-being: Development of the Humor Styles Questionnaire. A., Puhlik-Doris, P., Larsen, G., Gray, J., & Weir, K. Journal of Personality and Social Psychology, 79(4), 602–616. Intergroup emotions: Explaining offensive action tendencies in an intergroup context. Group Decision and Negotiation, 21(6), 821–838. Humour in negotiations: A pragmatic analysis of humour in simulated negotiations. Journal of Personality and Social Psychology, 81(1), 146–159. International Journal of Conflict Management, 20(4), 377–397. Humor as a relationship-building tool in online negotiations. Egocentrism over e-mail: Can we communicate as well as we think? Journal of Personality and Social Psychology, 89(6), 925. ![]() Kruger, J., Epley, N., Parker, J., & Ng, Z.-W. Journal of Personality and Social Psychology, 52, 1122–1131. Positive affect facilitates creative problem solving. Trabasso (Eds.), Psychological and biological approaches to emotion (pp. The influence of positive and negative affect in cognitive organization: Some implications for development. Purdue University, West Lafayette, Indiana. Paranomasic puns: Target recoverability towards automatic generation (Unpublished doctoral dissertation). Western Journal of Communication (Includes Communication Reports), 56(2), 161–183. Functions of humor in conversation: Conceptualization and measurement. ![]() Journal of Personality and Social Psychology, 57(2), 212–228. Relations among emotion, appraisal, and emotional action readiness. The role of positive emotions in positive psychology: The broaden-and-build theory of positive emotions. What good are positive emotions? Review of General Psychology, 2, 300–319.įredrickson, B. Responding to critical moments with humor, recognition, and hope. Journal of Applied Management and Entrepreneurship, 18(2), 83.įorester, J. Antecedents of problem-solving cross-cultural negotiation style: Some preliminary evidence. Journal of Personality and Social Psychology, 88(5), 736–748.Įngle, R. Feeling and believing: The influence of emotion on trust. Prejudice from thin air the effect of emotion on automatic intergroup attitudes. Humor-International Journal of Humor Research, 16(2), 183–223. Arguing and laughing: The use of humor to negotiate in group discussions. International Journal of Bank Marketing, 26(6), 376–398. The effects of humour usage by financial advisors in sales encounters. Research in Organizational Behavior, 9, 247–288.īergeron, J., & Vachon, M. Funny business: Verbal humor in business negotiation and English-as-a-second-language-speaker (Dissertation). The function of laughter and joking in negotiation activities. We will close by pointing out how humor works in online negotiations. Because humor can change both positive and negative moods, we will present relevant findings on the influence of affect in negotiations. We will then explain how one’s own characteristics (such as power) and one’s partner’s characteristics influence the amount and type of humor used. Other research rather focused on softer, socio-emotional negotiation outcomes. We will then describe an important experimental study involving a pet frog that shows how humor can lead to financial concessions. ![]() In this chapter, we will present general functions of humor in negotiations and explain which linguistic cues signal humor. It thus helps negotiators to be tough on the issue and soft on the people. The power of humor in negotiations lies in its capacity to be used competitively and cooperatively simultaneously. Negotiations are a very common business activity. ![]()
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