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ABSTRACT. Applying new conceptual and methodological approaches, this study advances to the next level research on the function of gender in negotiation conduct and results, communication as a relevant variable in predicting bargained outcomes, the role of psychological impact in negotiations, and the capacity for communication to frame negotiation mechanisms and results. The theory that I shall seek to elaborate here puts considerable emphasis on the interpersonal consequences of emotions in negotiations, the impact of the communication conduct of bargainers on agreements reached, the intricate and unclear influences of communication in bargaining, and processes through which communication affects bargaining results. The findings of this study have implications for the function of communication in negotiation, behavioral decision making in bargaining, the feasible role for communication in bringing about just outcomes, and emotional intelligence’s effect on negotiation. pp. 64–72

Keywords: communication; negotiation; interpersonal; emotion; decision making

NELA MIRCICA
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Spiru Haret University

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