The paper basically portrays how anger and happiness can influence a negotiation.

These two emotions are an important part of a negotiation but the degree to which the
can affect a negotiation also depends on the power that one has during the negotiation.
And this two emotions not only affects during the negotiation but the mindset with
which you enter into a negotiation also determines your behavior during negotiation
and also the final outcome that is achieved through negotiation in terms of value.
Key Takeaways:
1. When anger and power collide it yields greater value in a negotiation
The researchers found that negotiators in the angry, high power condition were
more focused and claimed more value than did happy, high- power negotiators.
Anger makes low power negotiators less focused and less effective. During the
research experiments also showed that if both the members were angry those deals
created the most value. Therefore we can say that anger benefits powerful
negotiators more than happiness does.
2. Anticipating happiness in a future negotiation have a positive impact on the
outcome of a negotiation
Negotiators, who anticipate feeling happy at the end of a negotiation, are more
likely to close a deal and are also more likely to meet their goals. Thus negotiators
should take time and visualize the satisfaction that they would feel from achieving
what they desire before the negotiation.
3. Fleeting nature of emotions are effective in a negotiation
During negotiations emotions often shift from happiness to anger or vice versa.
From this research paper we can conclude that negotiators often made
significantly greater concessions to partners who start out happy and then became
angry then to negotiators who appear happy/angry throughout or who transform
from anger to happiness.
4. Money is not the only thing to be considered in a negotiation
The example of baseball player Jered Weaver strongly suggests that even though
you may get more value in terms of money but other factors are also crucial while
determining the value of a negotiation. In a negotiation the most important factor
is knowing what you want and going for it, this is what Weaver did by letting go
off the other lucrative offers which he could have got for an ordinary deal but with
the incentive of playing for his home town team, which mattered the most to him.