Kumar distinguishes between:
‘Ego-focused’ emotions such as anger, pride and guilt, linked to the (non-)fulfilment of individual goals
‘Other-focused’ emotions such as shame, anxiety and fear, related to the (in-) ability to show oneself as belonging to the social context
In negotiation conflict:
those with negative ego-focused feelings will put pressure on their opponents to make concessions
those experiencing other-focused may adjust their expectations to get an agreement