Role of Emotion in Group Decision and Negotiation

  • Bilyana MartinovskiEmail author
Living reference work entry


There has been a growing wave of interest in the role of emotion and emotions in human activity and ability, which resulted in special research attention to emotion as a factor in group-based structuring and framing of problem representation and solution. It involves multidisciplinary approaches, including cognitive semiotics, and reaches beyond sociology and behavioral research. This chapter offers a state-of-art survey of recent developments, findings, and theoretical approaches to emotion in group decision and negotiation, as well as detailed examples of models and analysis. It explores the evolution of the concepts of cognition and emotion and its effect on group decision-making research, including argumentation theory and virtual reality design and ethics. Furthermore, it summarizes previous and recent findings on the effects of emotion and emotions on group decision and negotiation and then observes linguistic and discourse manifestation of emotions in e-negotiations and in face-to-face negotiations. A framework for analysis of emotional potential of utterances and power in joint communicative projects is introduced and applied, as an example, on authentic American-English plea bargain data. At the end, the chapter reaches beyond the limits of instrumental rationality and reflects on the place of emotion in value-based rationality models, ethics of otherness, and connectedness.


Emotion Negotiation Discourse analysis Dialogue Common ground Group decision Support systems Virtual reality Communication Argumentation 



I would like to thank Melvin Shakun for inspiring discussions and to John Heritage and Douglas Maynard for letting me analyze their data.


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Authors and Affiliations

  1. 1.Cognitive SemioticsLund UniversityLundSweden

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