Editing Negotiation (section)

=== Problems with laboratory studies ===
Negotiation is a complex [[Social interaction|interaction]]. Capturing all its complexity is a very difficult task, let alone isolating and controlling only certain aspects of it. For this reason, most negotiation studies are done under [[laboratory]] conditions and focus only on some aspects. Although such studies have their advantages, they do have major drawbacks when studying emotions:

* Emotions in laboratory studies are usually manipulated and are therefore relatively 'cold' (not intense). Although those 'cold' emotions might be enough to show effects, they are qualitatively different from the 'hot' emotions often experienced during negotiations.<ref name="Bazerman 2000">{{cite journal | last1 = Bazerman | first1 = M. H. | last2 = Curhan | first2 = J. R. | last3 = Moore | first3 = D. A. | last4 = Valley | first4 = K. L. | year = 2000 | title = Negotiation | journal = Annual Review of Psychology | volume = 51 | pages = 279–314 | doi=10.1146/annurev.psych.51.1.279| pmid = 10751973 }}</ref>
* In real life, people select which negotiations to enter, which affects emotional commitment, motivation, and interests, but this is not the case in lab studies.<ref name="Barry 2004"/>
* Laboratory studies tend to focus on relatively few well-defined emotions. Real-life scenarios provoke a much wider scale of emotions.<ref name="Barry 2004"/>
* Coding the emotions has a double catch: if done by a third side, some emotions might not be detected as the negotiator sublimates them for strategic reasons. Self-report measures might overcome this, but they are usually filled only before or after the process, and if filled during the process might interfere with it.<ref name="Barry 2004"/>