Publications

Find at Harvard

January 2014 (Revised October 2014)
Background Note

Emotion in Negotiations: An Introduction

By: Andrew Wasynczuk and Colleen Kaftan

This note reviews some of the relevant research and offers advice for managing and dealing with emotions in the negotiation context. In particular, negotiators should strive to understand their own emotions and feelings, and be aware of the emotions the other party may... View Details

Keywords: Negotiation; Emotions

Educators

January 10, 2023
Editorial

Managing Your Team’s Emotional Dynamic

By: Amit Goldenberg

Collective emotion, when a group of people shares an emotion, is often stronger than a single individual feeling that same emotion alone. So, how can leaders manage emotions, particularly negative ones, from taking over a team? Four strategies from psychology—situation... View Details

Keywords: Emotions; Leadership; Groups and Teams

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

soon as the checkbook comes out a flood of emotions comes out with it—fear, anxiety, competiveness, anger, annoyance—all of which can influence what either side is willing to accept. “I can't imagine a good negotiator who doesn't have... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

31 Mar 2020
News

Controlling the Emotion of Negotiation

Managing Your Team’s Emotional Dynamic

Collective emotion, when a group of people shares an emotion, is often stronger than a single individual feeling that same emotion alone. So, how can leaders manage emotions, particularly negative ones, from taking over a team?... View Details

January–February 2013
Article

Negotiating with Emotion

By: Kimberlyn Leary, Julianna Pillemer and Michael Wheeler

Eric chats with Amit Goldenberg, Assistant Professor of Business Administration at Harvard Business School. Amit studies emotions in social interactions, for example in political contexts and on social media. He was a journalist and author before becoming an... View Details

01 Jan 2013
News

Negotiating with Emotion

Keywords: Julianna Pillemer, Michael Wheeler

October 2019
Case

Feeling Machines: Emotion AI at Affectiva

By: Shane Greenstein and John Masko

In 2016, Affectiva—a Boston-based emotion AI software company with a long track record of building emotion-sensing software for market research—had attempted to expand into new verticals by releasing a mobile software development kit (SDK) that downloaders could adapt... View Details

Keywords: Artificial Intelligence; Market Research; Business Model; Finance; Revenue; Decision Making; Risk and Uncertainty; Market Entry and Exit; Applications and Software; AI and Machine Learning; Information Technology Industry; Auto Industry; United States

Educators

February 2004
Case

Note on Human Behavior: Reason and Emotion

By: Nitin Nohria and Bridget Gurtler

Human beings are driven by reasons and emotions. On the one hand, as rational choice theorists assert, human beings are resourceful and evaluative as they strive to maximize their own interests. An individual's interests can converge or diverge from the interests of... View Details

Keywords: Behavior; Cognition and Thinking; Emotions; Interests; Organizations; Organizational Design; Governing Rules, Regulations, and Reforms

Educators

Feb 2021
Talk

Emotion Dynamics in Groups

By: Amit Goldenberg

Article

Unregulated Emotional Risks of AI Wellness Apps

By: Julian De Freitas and Glenn Cohen

We propose that AI-driven wellness apps powered by large language models can foster extreme emotional attachments and dependencies akin to human relationships—posing risks like ambiguous loss and dysfunctional dependence—that challenge current regulatory frameworks and... View Details

Keywords: AI and Machine Learning; Well-being; Emotions; Governing Rules, Regulations, and Reforms

2002
Chapter

Emotions Up and Down: Intergroup Emotions Result from Status and Competition

By: S.T. Fiske, A.J.C. Cuddy and P. Glick

Keywords: Emotions; Groups and Teams; Status and Position; Competition

December 2021
Article

Negativity Spreads More Than Positivity on Twitter after Both Positive and Negative Political Situations

By: Jonas Paul Schöne, Brian Parkinson and Amit Goldenberg

What type of emotional language spreads further in political discourses on social media? Previous research has focused on situations that primarily elicited negative emotions, showing that negative language tended to spread further. The current project extends existing... View Details

Keywords: Negative Emotions; Emotional Influence; Emotional Resonance; Political Discourse; Emotion Contagion; Intergroup; Interactive Communication; Emotions; Government and Politics; Social Media