Advertisement

Role of Emotion in Group Decision and Negotiation

  • Bilyana MartinovskiEmail author
Living reference work entry
  • 1 Downloads

Abstract

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.

Keywords

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

Notes

Acknowledgments

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

References

  1. Ackermann F, Eden C (2020) Strategic Options Development and Analysis. In: Martin Reynolds M, Holwell S (eds)Systems Approaches to Making Change: A Practical Guide. Springer Nature, Switzerland, pp139–199Google Scholar
  2. Ackermann F, Eden C, Pyrko I (2016) Accelerated multi-organization conflict resolution. Group Decis Negot J 25:901–922Google Scholar
  3. Albin C, Druckman D (2010) The role of justice in negotiation. In: Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4:121–138, Springer, New YorkGoogle Scholar
  4. Allred KG, Mallozzi JS, Matsui F, Raia CP (1997) The Influence of anger and compassion on negotiation performance. Organizational Behavior and Human Decision Processes 70(3):175–187Google Scholar
  5. Alderfer CP (1987) An intergroup perspective on group dynamics. In: Losch J (ed) Handbook of organisational behavior. Prentice Hall, Englewood Cliffs, pp 190–222Google Scholar
  6. Allwood J (1995) An activity based approach to pragmatics. Gothenburg papers in theoretical linguistics, vol 76. Department of Linguistics, University of Göteborg, Göteborg, SwedenGoogle Scholar
  7. Allwood J (1996) Some comments on Wallace Chafe’s “how consciousness shapes language”. Pragmat Cogn 4: 55–64Google Scholar
  8. Allwood J (1997) Notes on dialogue and cooperation. In: Jokinen K, Sadek D, Traum D (eds) Proceedings of the IjCAI-97 workshop on collaboration, cooperation and conflict in dialogue systems, NagoyaGoogle Scholar
  9. Ayanoglu H, Duarte E (2014) Emotional design in human-robot interaction. Springer, ChamGoogle Scholar
  10. Baron-Cohen S (2000) Theory of mind and autism: a fifteen year review. In: Baron-Cohen S, Tager-Flusberg H, Cohen D (eds) Understanding other minds: perspectives from developmental cognitive neuroscience, 2nd edn. Oxford University Press, OxfordGoogle Scholar
  11. Barry B (2008) Negotiator affect: the state of the art (and the science). Group Decis Negot J 17:97–105CrossRefGoogle Scholar
  12. Berkiwitz L (1989) The frustration-aggression hypothesis: an examination and reformulation. Psychol Bull 106:59–73CrossRefGoogle Scholar
  13. Brams SJ (2015) Game theory and emotions. In: Martinovsky B (ed) Emotion in group decision and negotiation. Springer, Netherlands, pp 189–218Google Scholar
  14. Buber M (1995) Det Mellanmänskliga. Dualis Förlag AB, Falun (German original title Elemente des Swischenmenschlichen. Verlag Lambert Scneider, Heidelberg 1954)Google Scholar
  15. Buechele M, Fernandes M, Buettner R, Roessle M (2019) An emotion to speech mapping framework for electronic negotiations and negotiation training. In: Proceedings of GDN2019, LoughboroughGoogle Scholar
  16. Carnevale P (2008) Positive affect and decision frame in negotiation. Group Decis Negot 17:51–63CrossRefGoogle Scholar
  17. Carver CS, Scheir MF (1990) Origins and functions of positive and negative effect: a control process view. Psychol Rev 97:19–35CrossRefGoogle Scholar
  18. Christov-Moore L, Iacoboni M (2015) Emotions in interaction: toward a supraindividual study of empathy. In: Martinovsky B (ed) Emotion in group decision and negotiation. Springer, Netherlands, pp 1–32Google Scholar
  19. Clark HH (1999) Using Language. Cambridge University Press, CambridgeGoogle Scholar
  20. Clore GL, Ortony A, Diences B, Fujita F (1993/2009) , Where does anger dwell? In: RS Wyer Jr, TK Srull (eds) Perspectives on anger and emotion: advances in social cognition6:57–87, Psychology Press, New York and LondonGoogle Scholar
  21. Cornelius RR (2000) Theoretical approaches to emotion. In: Proceedings from ISCA workshop on speech and emotion: a conceptual framework for research, Newcastle, Northern Ireland, United KingdomGoogle Scholar
  22. Daly J (1991) The effects of anger on negotiation over mergers and acquisitions. Negot J 7:31–39CrossRefGoogle Scholar
  23. Damasio A (1994) Descartes’ error: emotion, reason, and the human brain. Putnam Publishing, New YorkGoogle Scholar
  24. Darwin C (1872) The expression of emotion in man and animals. John Murray, Albemarle Street, LondonCrossRefGoogle Scholar
  25. Davis MH (1994) Empathy: a social psychological approach. Brown and Benchmark, MadisonGoogle Scholar
  26. De Martino B, Kumaran D, Seymor B, Dolan RJ (2006) Frames, biases, and rational decision-making in the human brain. Science 313:684–687CrossRefPubMedPubMedCentralGoogle Scholar
  27. Druckman D, Broome DJ (1991) Value difference and conflict resolution: familiarity or liking? J Confl Resolut 35:571–593Google Scholar
  28. Druckman D, Olekalns M (2008) Emotions in negotiation. Group Decis Negot 17:1–11CrossRefGoogle Scholar
  29. Ebner N (2017) Negotiation via email. In: Honeyman C, Schneider AK (eds) The negotiators desk reference. DRI Press, St PaulGoogle Scholar
  30. Eden C, Ackermann F (2013) Problem structuring: on the nature of, and reaching agreement about, goals. Decis Processes EURO J 1:7–28Google Scholar
  31. Edwards BG, Ermer E, Salovey P, Kiehl KA (2019) Emotional intelligence in incarcerated female offenders with psychopathic traits. J Personal Disord 33:370–393Google Scholar
  32. Faucher C (ed) (2018) Advances in culturally-aware intelligent systems and in cross-cultural psychological studies. Springer, SwitzerlandGoogle Scholar
  33. Fukuda S (ed) (2018) Emotional engineering. Springer, LondonGoogle Scholar
  34. Fuster JM (2003) Cortex and mind: unifying cognition. Oxford University Press, New YorkGoogle Scholar
  35. Gilbert MA (1995) Emotional argumentation, or, why do argumentation theorists argue with their mates? Analysis and evaluation: In: Proceedings of the third ISSA conference on argumentation, Amsterdam, Vol IIGoogle Scholar
  36. Givón T (2005) Context as other minds: the pragmatics of sociality, cognition and communication. John Benjamins Publishing Company, AmsterdamGoogle Scholar
  37. Goodwin C, Heritage J (1990) Conversation analysis. Annu Rev Anthropol 19:283–307CrossRefGoogle Scholar
  38. Gordon R (1986) Folk psychology as simulation. Mind Lang 1:158–170CrossRefGoogle Scholar
  39. Gratch J, Marsella SC (2001). Tears and fears: modeling emotions and emotional behaviors in synthetic agents. Paper presented at the fifth international conference on autonomous agents, MontrealGoogle Scholar
  40. Gratch J, Marsella SC (2004) A domain independent framework for modeling emotion. J Cogn Syst Res 5:269–306Google Scholar
  41. Gratch J, Marsella SC (2005) Lessons from emotion psychology for the design of lifelike characters. Appl Artif Intell 19:215–233Google Scholar
  42. Greissmair M, Hippmann P, Gettinger J (2015) Emotions in e-negotiations. In: Martinovsky B (ed) Emotion in group decision and negotiation. Springer, Netherlands, pp 101–136Google Scholar
  43. Griessmair M, Koeszegi ST (2009) Exploring the cognitive-emotional fugue in electronic negotiations. Group Decis Negot 18:3CrossRefGoogle Scholar
  44. Gulliver PH (1979) Disputes and negotiations: a cross-cultural perspective. Academic Press, New YorkGoogle Scholar
  45. Halperin E, Gross JJ (2011) Emotion regulation in violent conflict: reappraisal, hope and support for humanitarian aid of the opponent in wartime. Cognit Emot 25(7):1228–1236CrossRefGoogle Scholar
  46. Hämäläinen RP, Jones R, Saarinen E (2014) Being better better. Living with systems intelligence. Aalto University Publications, Nord Print, HelsinkiGoogle Scholar
  47. Hines MJ, Murphy SA, Weber M, Kersten G (2009) The role of emotion and language in dyadic E-negotiation. Group Decis Negot 18:3Google Scholar
  48. Hobbs J, Gordon A (2005) Encoding knowledge of commonsense psychology. In: 7th international symposium on logical formalizations of commonsense reasoning, Corfu, 22–24 MayGoogle Scholar
  49. Hochschild AR (1983) The managed heart. commercialization of human feeling. University of California Press, BerkeleyGoogle Scholar
  50. Hollingstead AB, Carnevale PJ (1990) Positive affect and decision frame in integrative bargaining: a reversal of the frame effect. Presented at the 50th annual meeting of the academy of management, San FranciscoGoogle Scholar
  51. Hudlicka E (2003) To feel or not to feel: the role of affect in human–computer interaction. Int J Hum–Comput Stud 59:1–32Google Scholar
  52. Iacoboni M (2005) Understanding others: imitation, language, empathy. In: Hurley S, Chater N (eds) Perspectives on imitation: from cognitive neuroscience to social science. MIT Press, Cambridge, MAGoogle Scholar
  53. Kendon A (2004) Gesture: visible action as utterance. Cambridge University Press, CambridgeCrossRefGoogle Scholar
  54. Kersten G, Lai H (2010) Electronic negotiations: foundations, systems and processes. Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New York, pp 361–392Google Scholar
  55. Kersten G, Roszkowska E, Wachowicz T (2017) The heuristics and biases in using negotiation support systems. In: Schoop M, Kilgour D (eds) Group decision and negotiation. A socio-technical perspective. GDN 2017 Lecture notes in business information processing, vol 293. Springer, ChamGoogle Scholar
  56. Kilgour DM, Eden C (eds) (2010) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New YorkGoogle Scholar
  57. Kilgour DM, Hipel KW (2010) Conflict Analysis Methods: The Graph Model for Conlfict Resolution. Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New York, pp 203–222Google Scholar
  58. Koeszegi ST, Vetschera R (2010) Analysis of negotiation processes. In: Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4:21–138, Springer, New YorkGoogle Scholar
  59. Kopelman S, Rosette AS (2008) Cultural variation in response to strategic emotions in negotiation. Group Decis Negot 17:65–77Google Scholar
  60. Kramer RM, Pommerenke P, Newton E (1993) The social context of negotiation: effects of social identity and interpersonal accountability on negotiator decision-making. J Confl Resolut 37:633–654CrossRefGoogle Scholar
  61. Kraus S (2001) Strategic negotiation in multiagent environment. The MIT Press, Cambridge, MACrossRefGoogle Scholar
  62. Kumar R (1997) The role of affect in negotiations: an integrative overview. J Appl Behav Sci 33:84–100Google Scholar
  63. Laubert C, Parlamis J (2019) Are you angry (happy, sad) or aren’t you? Emotion detection difficulty in email negotiation. Group Decis Negot 28(2):377–413CrossRefGoogle Scholar
  64. Lazarus RS (1991) Emotion and adaptation. Oxford University Press, New YorkGoogle Scholar
  65. Levinas E (1989) The other in Proust. (trans: Hand S). In: Levinas reader. Basil Blackwell, Oxford, pp 160–165Google Scholar
  66. Lewis LL (2010) Group support systems: overview and guided tour. In: Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New York, pp 249–268Google Scholar
  67. Linell P, Markova I (1995) Coding elementary contributions to dialogue: individual acts versus dialogical interpretations. J Theory Soc Behav 26(4):353–373Google Scholar
  68. Marsella SC, Gratch J (2009) EMA: a process model of appraisal dynamics. Cogn Syst Res 10:70–90Google Scholar
  69. Martinovski B (2000) The role of repetitions and reformulations in court proceedings – a comparison of Sweden and Bulgaria. Gothenburg monographs in linguistics. Department of Linguistics, Göteborg University, Göteborg, SwedenGoogle Scholar
  70. Martinovski B (2006) Framework for analysis of mitigation in courts. J Pragmat 38:2065–2086Google Scholar
  71. Martinovski B (2007) Shifting attention as re-contextualization in negotiation. In: Proceedings of GDN, MontrealGoogle Scholar
  72. Martinovski B (2018) A model of culture-based communication. In: Faucher C (ed) Culturally-aware intelligent systems and in cross-cultural psychological studies. Springer, SwitzerlandGoogle Scholar
  73. Martinovski B (2019) Quantitative measures for recognition of negotiation style and activity. In: Proceedings of GDN2019, LoughboroughGoogle Scholar
  74. Martinovski B, Mao W (2009) Emotion as an argumentation engine: Modelling the role of emotion in negotiation. J Group Decis Negot 18: 235–259Google Scholar
  75. Martinovski B, Marsella SC (2003) Dynamic reconstruction of selfhood: coping processes in discourse. In: Proceedings of joint international conference on cognitive science, SydneyGoogle Scholar
  76. Martinovski B, Traum D (2003) The error is the clue: breakdown in human-machine interaction. In: Proceedings of ISCA tutorial and research workshop international speech communication association, INTERSPEECH, Geneva, SwitzerlandGoogle Scholar
  77. Martinovski B, Traum D, Marsella S (2007) Rejection of empathy in negotiation. J Group Decis Negot 16: 61–76Google Scholar
  78. Martinovsky B (2015) Emotion in group decision and negotiation. Springer, NetherlandsGoogle Scholar
  79. McCarty LT (1997) Some arguments about legal arguments. In: Proceedings of the sixth international conference on artificial intelligence and lawGoogle Scholar
  80. McIntosh DN (1996) Facial feedback hypotheses: evidence, implications and directions. Motivation and Emotion 20:121–147Google Scholar
  81. Meerts P, Vucović S (2015) Reputation and egotiation: the impact of self-image on the negotiator. In: Martinovski B (ed) Emotion in group decision and negotiation. Springer, Netherlands, pp 73–100Google Scholar
  82. Mizukami E, Morimoto I, Suzuki K, Otsuka H, Kashioka H, Nakamura S (2009) Two types of disagreement in group decisions of Japanese undergraduates. Group Decis Negot 18:279–298Google Scholar
  83. Myers GE (2001) William James: his life and thought (1986). Yale University Press, New Haven and LondonGoogle Scholar
  84. Nisbett RE, Ross L (1980) Human inference-strategies and shortcomings of human judgement. Prentice Hall, Englewood CliffsGoogle Scholar
  85. Obeidi A, Kilgour DM, Hipel KW (2009) Perceptual graph model systems. Group Decis Negot 18: 261–277Google Scholar
  86. Okon-Singer H, Hendler T, Pessoa L, Shackman AJ (2015) The neurobiology of emotion-cognition interactions: fundamental questions and strategies for future research. Front Hum Neurosci 9:58CrossRefPubMedPubMedCentralGoogle Scholar
  87. Olekalns M, Druckman D (2015) With feeling: how emotions shape negotiation. In: Martinovsky B (ed) Emotion in group decision and negotiation. Springer, Netherlands, pp 33–50Google Scholar
  88. Ortony A, Clore GL, Collins A (1988) The cognitive structure of emotions. Cambridge University Press, New YorkCrossRefGoogle Scholar
  89. Parkinson B (1996) Emotions are social. Br J Psychol 87:663–683CrossRefPubMedPubMedCentralGoogle Scholar
  90. Parrott WG (1994) Beyond hedonism: motives for inhibiting good moods and for maintaining bad moods. In: Wegner DM, Pennebaker JW (eds) Handbook of mental control. Prentice Hall, Englewood Cliffs, pp 278–305Google Scholar
  91. Parsons S, Sierra C, Jennings NR (1998) Agents that reason and negotiate by arguing. J Log Comput 8(3):261–292CrossRefGoogle Scholar
  92. Payne JW, Bettman JR, Johnson EJ (1992) Behavioral decision research: a constructive processing perspective. Annu Rev Psychol 43:87–131CrossRefGoogle Scholar
  93. Pelachaud C, Poggi I (2001) (eds) Multimodal communication and context in embodied agents. In: Proceedings of the workshop W7 at the 5th international conference on autonomous agents, MontrealGoogle Scholar
  94. Poyatos F (2002) Nonverbal communication across disciplines. John Benjamins Publishing Company, PhiladelphiaCrossRefGoogle Scholar
  95. Prakken H (2005) AI & law, logic and argument schemes. Argumentation 19:303–320CrossRefGoogle Scholar
  96. Prakken H, Sartor G (2002) The role of logic in computational models of legal argument. In: Kakas A, Sadri F (eds) Computational logic: logic programming and beyond, essays in honor of Robert A. Kowalski, Part II. Springer, pp 342–380Google Scholar
  97. Rennecker JA, Dennis AR, Hansen S (2010) “Invisible Whispering”: Restructuring Meeting Processes with Instant Messaging. Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New York, pp 25–46Google Scholar
  98. Rizzo AS (2019) Clinical virtual reality in mental health and rehabilitation: a brief review of the future! In: Proceedings of SPIE 11002, infrared technology and applications XLVGoogle Scholar
  99. Salovey P, Hsee CK, Mayer JD (1994) Emotional intelligence and the self regulation of affect. In: Wegner DM, Pennebaker JW (eds) Handbook of mental control. Prentice Hall, Englewood Cliffs, pp 258–277Google Scholar
  100. Schaller RM, Cialdini RB (1988) The economics of empathetic helping: support for a mood management motive. J Exp Psychol 24:163–181Google Scholar
  101. Scherer KR (1993) Neuroscience projections to current debates in emotion psychology. Cognit Emot 7:1–41CrossRefGoogle Scholar
  102. Schwarz N (1990) Feelings as information: information and motivational functions of affective states. In: Higgins ET, Sorrentino RM (eds) Handbook of motivation and cognition: foundations of social behavior, vol 2. Guilford, New York, pp 527–561Google Scholar
  103. Shakun MF (1988) Evolutionary systems design: policy making under complexity and group decision support systems. Holden-Day, OaklandGoogle Scholar
  104. Shakun MF (1992) Defining a right problem in group decision and negotiation: feeling and evolutionary generating procedures. Group Decis Negot 1:27–40CrossRefGoogle Scholar
  105. Shakun M (2009) Connectedness problem solving and negotiation. Group Decis Negot 18(2):89–117CrossRefGoogle Scholar
  106. Shakun M (2010) Doring Right: Connectedness problem solving and negotiation. Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New York, pp 87–109Google Scholar
  107. Shakun M (2013) The connectedness decision paradigm: group decision, negotiation and leadership in world problems. Group Decis Negot 22(4):599–615CrossRefGoogle Scholar
  108. Shiota MN, Keltner D, Hertenstein MJ (2004) Positive emotion and the regulation of interpersonal relationships. In: Philippot P, Feldman RS (eds) The regulation of emotion. Lawrence Erlbaum Associates, New YorkGoogle Scholar
  109. Shotter J (1993) Vygotsky: The social negotiation of semiotic mediation. New Ideas in Psychology 11:61–75Google Scholar
  110. Stephan WG (1999) The role of empathy in improving intergroup relations. J Soc Issues 55:729CrossRefGoogle Scholar
  111. Stich S, Nichols S (1992) Folk psychology: simulation or tacit theory? Mind Lang 7:35–71CrossRefGoogle Scholar
  112. Taylor SE, Crocker J (1981) Schematic basis of social information processing. In: Higgins ET, Herman CP, Zanna MP (eds) Social cognition: the Ontario symposium, vol 2. Lawrence Erlbaum, Hillsdale, pp 89–134Google Scholar
  113. Thagard P (2015) The cognitive-affective structure of political ideologies. In: Martinovsky B (ed) Emotion in group decision and negotiation. Springer, Netherlands, pp 51–72Google Scholar
  114. Traum D (1994) A computational theory of grounding in natural language conversation. PhD thesis, Department of Computer Science, University of Rochester, RochesterGoogle Scholar
  115. Traum D, Rickel J, Gratch J, Stacy M (2003) Negotiation over tasks in hybrid human-agent teams for simulation-based training. In: Proceedings of the second international joint conference on autonomous agents and multiagent systems. pp 441–448Google Scholar
  116. Tuncel E, Bottom WP (2019) The differential effects of fear and tranquility on risk taking when probabilistic information is communicated in verbal terms. Group Decis Negot J 28:671–693Google Scholar
  117. Tversky A, Kahneman D (1981) The framing of decisions and the psychology of choice. Science 211:453–458CrossRefGoogle Scholar
  118. van Eemeren FH, Grootendorst R (2004) A systematic theory of argumentation: the pragma-dialected approach. Cambridge University Press, Cambridge, United KingdomGoogle Scholar
  119. van Eemeren FH, Grootendorst R (2016) Argumentation, communication and fallacies: a pragma-dialectical perspective. Routledge, New York/LondonGoogle Scholar
  120. van Eemeren FH, Grootendorst R, Henkemans FS (2013) Fundamentals of argumentation theory: a handbook of historical backgrounds and contemporary developments. Routledge, New York, LondonGoogle Scholar
  121. Venkiteswaran S, Sundarraj RP (2019) Cue usage characteristics of angry negotiators in distributive electronic negotiation. In: Proceedings of GDN2019, LoughboroughGoogle Scholar
  122. Vogel M (2008) Coercion to compromise. Oxford University Press, Oxford, New YorkGoogle Scholar
  123. Von Uexkull J, Kriszat G (1934) Streifzuge durch die Umwelten Von Tieren und Menschen. Ein Bilderbuch unsichtbarer Welten. Springer, BerlinGoogle Scholar
  124. Walton DN (1989) Informal logic: a handbook for critical argumentation. Cambridge University Press, New YorkGoogle Scholar
  125. Walton DN (1992/2010) The place of emotion in argument. The Pennsylvania State U.P., University Park, PennsylvaniaGoogle Scholar
  126. Walton DN (1996/2013) Argumentation schemes for presumptive reasoning. Lawrence Erlbaum Associates, RoutledgeGoogle Scholar
  127. Walton DN (2014) Abductive reasoning. University of Alabama Press, AlabamaGoogle Scholar
  128. Walton DN, Macagno F (2017) Profiles of dialogue for relevance. Informal Log 36(4):523–556CrossRefGoogle Scholar
  129. Wierzbicki AP (2010) Group Decision and Negotiation in the Knowledge Civilization Era. Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Advances in group decision and negotiation 4. Springer, New York, pp 11–24Google Scholar
  130. Yang Y, De Cremer D, Wang C (2017) How ethically would Americans and Chinese negotiate? The effect of intra-cultural versus inter-cultural negotiations. J Bus Ethics 45:659–670Google Scholar
  131. Yifeng NC, Tjosvold D, Peiguan W (2008) Effects of warm-heartedness and reward distribution on negotiation. Group Decis Negot J 17:79–96Google Scholar
  132. Zlatev J (2015) Cognitive Semiotics. In: Trifonas PP (ed) International Handbook of Semiotics. Springer, DordrechtGoogle Scholar

Copyright information

© Springer Nature Switzerland AG 2020

Authors and Affiliations

  1. 1.Cognitive SemioticsLund UniversityLundSweden

Personalised recommendations