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Making Collaborators Happy

Collaboration is essential to public management. In the Chinese culture, collaborators’ satisfaction is considered key to quality of collaboration. Focusing on the role of negotiation in collaboration, this article presents an integrative negotiation theory that explores the development of collaborators’ satisfaction during negotiation process. Priming methodology was adapted to explore the causal relationship between collaborator’s level of satisfaction and its predicting variables, such as experienced emotions during negotiations and sense of profitability. The results were pertinent to the field of collaborative public management and negotiation.