The carry-over effects of subjective value on affect: The role of negotiation experience and rumination

The current study investigated the role of carry-over effects of subjective value from one negotiation to the next and its subsequent effects on negotiator affect. Drawing from affective events theory (AET; Weiss & Cropanzano, 1996) and appraisal-tendency approach to emotions (Lerner & Keltner, 2000), we argued that previous negotiation subjective value led to low and high activated negative affect through current negotiation subjective value. The study presented also tested the theoretically relevant role of negotiation experience and the yet previously unexamined role of rumination in the context of negotiations. Results of an experience sampling study from 70 negotiation professionals from a variety of industries provided initial evidence of the carry-over effects of subjective value from one day to the next. More importantly, we demonstrate that negotiation experience and rumination are critical boundary conditions in understanding how subjective value influences affective responses.