Faulty News Coverage Causes Bad Moods: The Impact of Media Perceptions on the Relationship Between Bad Moods and Negative Negotiation Outcomes

Negotiations are a key mechanism for resolving societal conflicts. Since they usually take place behind closed doors, it has long been assumed that the media have no impact on the workflow and results. In this article, we demonstrate that media attention and framing affect the negotiation process and outcomes through the moods of the negotiators. Relying on a mixed-method design, combining a survey ( N = 326) with semi-structured interviews ( N = 33) on typical societal decision-making processes in the field of trade negotiations in Germany. We provide unique insights into the dynamics behind closed doors.