Mind the First Step: The Intrapersonal Effects of Affect on the Decision to Initiate Negotiations under Bargaining Power Asymmetry.

We undertook two vignette studies to examine the role of affect (trait and state) and bargaining power on initiating negotiations, an often overlooked stage of the negotiation process. Using a job negotiation opportunity, we examine three distinct phases of the initiation process-engaging a counterpart, making a request, and optimizing a request. Study 1 examines the effects of two affect dispositions (happiness and sadness), under power asymmetry (low vs.