Lawyer-Negotiator as Mood Scientist: What We Know and Don't Know about How Mood Relates to Successful Negotiation, The

Authors

Clark Freshman
Adele Hayes
Greg Feldman

Abstract

This article explores two related questions: First, does mood7 shape how well lawyers succeed at negotiation?" Second, can lawyers succeed better at negotiation by understanding and managing the role of mood? We begin by exploring what scientific evidence we currently have about how mild changes in mood are associated with significant differences in success at negotiation. Ultimately, we argue that existing scientific evidence shows mood plays a far more complicated role than negotiators and negotiation scholars usually imagine, but that further research needs to address more carefully exactly how mood works and how it affects lawyers and legal negotiation. We also preview our ongoing empirical research attempts to meet such needs.

Recommended Citation

Clark Freshman, Adele Hayes, and Greg Feldman, Lawyer-Negotiator as Mood Scientist: What We Know and Don't Know about How Mood Relates to Successful Negotiation, The, 2002 J. Disp. Resol. (2002)
Available at: https://scholarship.law.missouri.edu/jdr/vol2002/iss1/4