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Emotional Intelligence As A Moderator Of The Interpersonal Effects Of Emotions In Negotiations
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Book Synopsis Emotional Intelligence as a Moderator of the Interpersonal Effects of Emotions in Negotiations by : Wilfred David Waters
Download or read book Emotional Intelligence as a Moderator of the Interpersonal Effects of Emotions in Negotiations written by Wilfred David Waters and published by . This book was released on 2006 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Interpersonal Effects of Emotions in Negotiations by : Gerben A. van Kleef
Download or read book The Interpersonal Effects of Emotions in Negotiations written by Gerben A. van Kleef and published by . This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, Ss received information about the opponent's emotion (anger, happiness, or none). Consistent with prior research, Ss made larger concessions to angry opponents than to non-emotional opponents, and they made smaller concessions to happy ones. As expected, this effect was moderated by dispositional need for cognitive closure (NFC): Ss with low NFC were strongly influenced by the other's emotion, whereas Ss with high NFC were unaffected. In Exp. 2, NFC was manipulated through time pressure. As predicted, Ss were only affected by the other's emotion under low rather than high time pressure, and this moderating effect of time pressure was mediated by Ss' degree of information processing. These results are fully consistent with the motivated information processing model.
Book Synopsis The effect of emotion on negotiations by : Maximiliane Gläsle
Download or read book The effect of emotion on negotiations written by Maximiliane Gläsle and published by GRIN Verlag. This book was released on 2014-08-22 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2014 in the subject Business economics - Business Management, Corporate Governance, grade: 1,3, Catholic University Eichstätt-Ingolstadt (WFI School of Management), course: Effective Meetings and Negotiations, language: English, abstract: Negotiations often create negative emotions and can become more powerful than present facts and figures. These emotions can change the primarily course and hence will determine the negotiation outcome. A therefore widely shared notion about effective negotiation behavior implies to not get emotional. Emotions in negotiations are viewed as loss of rational thinking. Showing them makes a person weak and vulnerable. But, even though people can suppress emotions, the emotional experience remains. Hence a cognitive arousal takes place and higher brain activity is needed. Against folk wisdom, the following paper will discuss how emotional awareness can affect the negotiator’s behavior and how emotions can positively enhance the negotiation outcome. In the first part of the paper factors influencing the negotiation environment will be identified. A short excursion into discoveries from evolutionary research explains the connection between reactions and emotions. An overview of personal prerequisites and what approaches exist in order to improve the own ability in regards to better identify emotions in ones self and in others are presented. Chapter three focuses on different strategies of how to apply emotions to in order to enhance the negotiation outcome. Different tactics, leading to either value enhancement for only one party or to value enhancement for both parties, are discussed. This part will be followed by practical instructions and easy to use techniques applicable during the negotiation process.
Book Synopsis The Role of Emotions in Effective Negotiations by : Niklas Lochner
Download or read book The Role of Emotions in Effective Negotiations written by Niklas Lochner and published by GRIN Verlag. This book was released on 2017-03-08 with total page 74 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bachelor Thesis from the year 2016 in the subject Psychology - Work, Business, Organisation, grade: 1,0, University of Applied Sciences Aschaffenburg, language: English, abstract: Whether people are bargaining for the price of a flower at the florist's around the corner, a teenager is negotiating about the time he has to be home at night or the German Bayer AG is negotiating a $66bn takeover deal with Monsanto, negotiations happen every day for different reasons. Even though we are negotiating every day, there is still a misunderstanding about negotiations that often jeopardizes the outcome of the negotiation. Most people think that negotiating is a sequence of rational decision processes whereas, as a matter of fact, negotiating involves a dimension that is most often underestimated or ignored: emotions. These might be positive emotions like happiness or negative emotions like disappointment and guilt, but what they all have in common is that they significantly impact negotiations. This lack of awareness about the influence of emotions on negotiations often leads to negotiation strategies that ignore emotions, even though, recognizing and using emotions can significantly improve the negotiation experience and results. Based on the assumption that emotions do influence negotiations, this thesis focuses on the question how different emotions influence the negotiation and which skills and knowledge are necessary in order to improve negotiations through emotional intelligence.
Book Synopsis Emotion in Group Decision and Negotiation by : Bilyana Martinovsky
Download or read book Emotion in Group Decision and Negotiation written by Bilyana Martinovsky and published by Springer. This book was released on 2015-07-01 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: The volume offers an exploration of methods for analysis of emotion in negotiation, such as cognitive modeling, discourse analysis, all testing, subsequent multidimensional scaling, impression rating, and graph modeling for conflict resolution, reasonable and unreasonable disagreement. It covers activities, such as business negotiation, conflict solving, bargaining, task management meetings, discussions, and elaborates on different kinds of emotions. Some emotions stimulate negotiation (e.g. empathy), others -hinder it (e.g. disgust). However, all emotions open a door to uncertainty in relations and negotiation, which in turn provides an opportunity. The volume views language in negotiation not only as a vehicle for transmission of thought but also as a manifestation of emotion and the ethical.
Book Synopsis The Handbook of Negotiation and Culture by : Michele J. Gelfand
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Book Synopsis The Cambridge Handbook of Workplace Affect by : Liu-Qin Yang
Download or read book The Cambridge Handbook of Workplace Affect written by Liu-Qin Yang and published by Cambridge University Press. This book was released on 2020-07-16 with total page 573 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you struggling to improve a hostile or uncomfortable environment at work, or interested in how such tension can arise? Experts in organizational psychology, management science, social psychology, and communication science show you how to implement interventions and programs to manage workplace emotion. The connection between workplace affect and relevant challenges in our society, such as diversity and technological changes, is undeniable; thus learning to harness that knowledge can revolutionize your performance in tackling workday issues. Applying major theoretical perspectives and research methodologies, this book outlines the concepts of display rules, emotional labor, work motivation, well-being, and discrete emotions. Understanding these ideas will show you how affect can promote team effectiveness, leadership, and conflict resolution. If you require a foundation for understanding workplace affect or a springboard into deeper, more interdisciplinary research, this book presents an integrative approach that is indispensable.
Book Synopsis Emotion in Social Conflict by : Gerben Alexander van Kleef
Download or read book Emotion in Social Conflict written by Gerben Alexander van Kleef and published by . This book was released on 2004 with total page 205 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Role of Affect, Personality, and Intelligence in Negotiation by : Sudeep Sharma
Download or read book The Role of Affect, Personality, and Intelligence in Negotiation written by Sudeep Sharma and published by . This book was released on 2015 with total page 149 pages. Available in PDF, EPUB and Kindle. Book excerpt: This dissertation examines whether personality, intelligence and emotions influence negotiation outcomes. To examine the role of individual differences, three studies of this research explore the effects of personality facets, and also the effects of interactions between personality, cognitive intelligence, and emotional intelligence on objective and subjective negotiation outcomes. Prior research has examined the main effects of Big Five personality traits, intelligence, and emotional intelligence on negotiation outcomes. This thesis proposed that due to their contradictory tendencies, variation in lower order factors of Big Five personality traits may have distinct effects on negotiation outcomes. Findings from both laboratory and field settings revealed that both assertiveness (a lower order factor of extraversion) and compassion (a lower order factor of agreeableness) predict negotiation effectiveness. Assertiveness and compassion predicted negotiation outcomes over and above the effect of cognitive intelligence. As currently there is no valid and reliable rating measure of negotiation effectiveness, the field study of this dissertation also made an initial attempt to develop and validate such measure that should be useful to researchers and HR professionals. The final study of this dissertation presented the findings of a systematic meta-analysis on the role of emotions in negotiations. The results suggested that negative emotions such as anger elicit more concession from counterparts at interpersonal level, and therefore receive greater individual outcomes. But such negative expressions lower the level of trust, impressions, and willingness to work again in the future. Overall, the findings of this dissertation have important implications for research on negotiation, especially with respect to the influence of affect and individual differences.
Download or read book Changing Emotions written by Dirk Hermans and published by Psychology Press. This book was released on 2013-02-15 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: The question ‘how far can emotions be changed?’ lies at the heart of innumerable psychological interventions. Although often viewed as static, changes in the intensity, quality, and complexity of emotion can occur from moment to moment, and also over longer periods of time, often as a result of developmental, social or cultural factors. Changing Emotions highlights several recent developments in this intriguing domain, and provides a comprehensive guide for understanding how and why emotions change. The chapters are organized into five parts: • Lifespan Perspective • Learning Perspective • Social-Cultural Perspective • Emotional-Dynamics Perspective • Intervention Perspective. In each chapter an internationally renowned scholar presents a concise review of key findings from their own research perspective. The book will be of great interest to researchers in the area of emotion and emotion regulation as well as related fields such as developmental psychology, educational psychology, social, clinical psychology and psychotherapy. It may also be of interest to sociologists, philosophers, and economists interested in learning more about emotions.
Book Synopsis When Understanding Your Feelings Hurts Performance by : Kjell B. Hjertø
Download or read book When Understanding Your Feelings Hurts Performance written by Kjell B. Hjertø and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study examines how emotional intelligence impacts process and outcome in negotiating groups. We measured the negotiators emotional intelligence before they participated in a negotiation simulation. Results indicated that emotional intelligence was negatively related to group performance. Interestingly, the group members self emotional appraisal was the emotional intelligence dimension that was most negatively associated with performance. Group performance was significantly affected by the level and type of interpersonal conflict in the group, but these process measures did not mediate the effect of emotional intelligence.
Book Synopsis The Effects of Emotional Intelligence and Emotion-laden Issues on Negotiation Outcomes and Negotiator Satisfaction by : Michael J. Boland
Download or read book The Effects of Emotional Intelligence and Emotion-laden Issues on Negotiation Outcomes and Negotiator Satisfaction written by Michael J. Boland and published by . This book was released on 2005 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes by : Gerben A. van Kleef
Download or read book The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes written by Gerben A. van Kleef and published by . This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1, participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry opponent made lower demands and larger concessions than did participants with a happy opponent, those with a non-emotional opponent falling in between. Furthermore, the opponent's emotions induced similar emotions in the participants (i.e., "emotional contagion"), and participants with a happy opponent evaluated the opponent and the negotiation more favorably than did participants with an angry opponent. In Study 2, participants received information about both the opponent's experienced and communicated emotions. As predicted, angry communications (unlike happy ones) induced fear and thereby mitigated the effect of the opponent's experienced emotion.
Book Synopsis Emotional Currents in Negotiations by : Shirli Kopelman
Download or read book Emotional Currents in Negotiations written by Shirli Kopelman and published by . This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Emotions play an important role in coordinating social interaction in general, and conflict and negotiation in particular. In the last decade, traditional research on the intrapersonal effects of emotions has been complemented by a growing focus on interpersonal effects. Emotions that a negotiator experiences and displays, as well as the emotions displayed by the other party are likely to influence the negotiation process and impact both financial and relational outcomes. In this symposium, we discuss and integrate three theoretical lenses on emotions in negotiations: emotions as social information, strategic emotions, and emotional resilience. We survey these perspectives and highlight empirically based implications for expression of negative emotions (e.g. anger) and positive emotions (e.g. happiness) in negotiations. The symposium is intended to generate a dialogue between academics and practitioners and inspire future collaborations that will further improve our understanding of emotional dynamics in negotiations. The session will include a 10-minute introduction, three 15-minute presentations, followed by a 30-minute generative discussion with participants about future directions.
Book Synopsis The Interpersonal Dynamics of Emotion by : Gerben A. van Kleef
Download or read book The Interpersonal Dynamics of Emotion written by Gerben A. van Kleef and published by Cambridge University Press. This book was released on 2016-04-21 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: Emotional expressions are omnipresent, but how do they influence us? This book highlights the pervasive interpersonal effects of emotions.
Book Synopsis Emotion in Conflict and Negotiation by : Gerben A. van Kleef
Download or read book Emotion in Conflict and Negotiation written by Gerben A. van Kleef and published by . This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This paper reviews the current state of research on the interpersonal effects of emotions in conflict and negotiation. The review shows that a great variety of emotions, such as anger, happiness, guilt, regret, disappointment, and worry, have pervasive effects on negotiation behavior and conflict development. However, the review also reveals some inconsistent findings, especially with regard to the impact of anger and happiness on cooperation and competition. To understand these apparent inconsistencies, I introduce a new model of the interpersonal effects of emotions in conflict and negotiation - the Emotions as Social Information (EASI) model. The EASI model posits that emotions may exert interpersonal influence via two distinct paths - an informational-strategic path and an affective - relational path. Behavior is proposed to depend on the relative strength of these two routes, which is in turn determined by individuals' information processing tendencies and a number of situational characteristics, which are also discussed. I conclude by identifying some avenues for future inquiry.
Book Synopsis Emotions and Emotional Intelligence in Organizations by : Nicolae Sfetcu
Download or read book Emotions and Emotional Intelligence in Organizations written by Nicolae Sfetcu and published by MultiMedia Publishing. This book was released on with total page 107 pages. Available in PDF, EPUB and Kindle. Book excerpt: An argumentation for the dualistic importance of emotions in society, individually and at community level. The current tendency of awareness and control of emotions through emotional intelligence has a beneficial effect in business and for the success of social activities but, if we are not careful, it can lead to irreversible alienation at individual and social level. The paper consists of three main parts: Emotions (Emotional models, Emotional processing, Happiness, Philosophy of emotions, Ethics of emotions), Emotional intelligence (Models of emotional intelligence, Emotional intelligence in research and education, Philosophy of emotional intelligence, Emotional intelligence in Eastern philosophy), Emotional intelligence in organizations (Emotional work, Philosophy of emotional intelligence in organizations, Criticism of emotional intelligence in organizations, Ethics of emotional intelligence in organizations). In the Conclusions I present a summary of the statements in the paper. CONTENTS: Abstract 1. Emotions 1.1 Models of emotion 1.2 Processing emotions 1.3 Happiness 1.4 The philosophy of emotions 1.5 The ethics of emotions 2. Emotional intelligence 2.1 Models of emotional intelligence 2.1.1 Model of abilities of Mayer and Salovey 2.1.2 Goleman's mixed model 2.1.3 The mixed model of Bar-On 2.1.4 Petrides' model of traits 2.2 Emotional intelligence in research and education 2.3 The philosophy of emotional intelligence 2.3.1 Emotional intelligence in Eastern philosophy 3. Emotional intelligence in organizations 3.1 Emotional labor 3.2 The philosophy of emotional intelligence in organizations 3.3 Critique of emotional intelligence in organizations 3.4 Ethics of emotional intelligence in organizations Conclusions Bibliography DOI: 10.13140/RG.2.2.32802.79041
