a concept that considers the emotional and psychological atmosphere (affective environment) as a key factor that determines the dynamics, strategies and outcomes of negotiations. She argues that affective states (both positive – trust, enthusiasm, and negative – anger, anxiety) systematically affect the cognitive processes of the parties: the ability to co-create, willingness to take risks or cooperate. The practical application of the theory lies in the purposeful management of the emotional context to reduce conflict, strengthen cooperation or provoke the opponent to make mistakes. Thus, the affective environment becomes not a background, but an instrument of influence that can be designed and used consciously in the negotiation process.