Editing Negotiation (section)

=== Conditions for emotion affect ===
Research indicates that a negotiator's emotions do not necessarily affect the negotiation process.
Albarracın et al. (2003) suggested that there are two conditions for emotional affect, both related to the ability (presence of environmental or cognitive disturbances) and the motivation:

# Identification of the effect: requires high motivation, high ability, or both.
# The determination that the effect is relevant and important for the judgment: requires that either the motivation, the ability, or both are low.

According to this model, emotions affect negotiations only when one is high and the other is low. When both ability and motivation are low, the effect is identified, and when both are high the effect is identified but discounted as irrelevant to judgment.<ref name="Albarracın 2003">{{cite journal | last1 = Albarracin | first1 = D. | last2 = Kumkale | first2 = G.T. | year = 2003 | title = Affect as Information in Persuasion: A Model of Affect Identification and Discounting | journal = Journal of Personality and Social Psychology | volume = 84 | issue = 3| pages = 453–469 | doi=10.1037/0022-3514.84.3.453| pmid = 12635909 | pmc = 4797933 }}</ref>
A possible implication of this model is, for example, that the positive effects of PA have on negotiations (as described above) are seen only when either motivation or ability is low.