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The Effects Of Emotional Expressions In Negotiation
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Book Synopsis The Effects of Emotional Expressions in Negotiation by : Sudeep Sharma
Download or read book The Effects of Emotional Expressions in Negotiation written by Sudeep Sharma and published by . This book was released on 2020 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The rapidly growing body of research on the effect of emotional expressions in negotiation has been the subject of several narrative reviews. Through meta-analysis, we combine relevant findings, compare and integrate moderators, and examine the mediating mechanisms quantitatively. The analysis incorporates 64 published and unpublished studies conducted over three decades. The findings suggest that, generally, negotiators expressing negative emotions will increase counterparts' concession-making, which presumably enables them to claim more individual value. Expressing negative emotions diminishes trust and other subjective outcomes. Relationships between negative emotions and negotiation outcomes are moderated by factors that are both theoretical (i.e., power, culture, emotion regulation) and methodological (i.e., characteristics of research design, phases of negotiation). Additionally, we tested theoretical frameworks from Emotions as Social Information theory, which describes the processes through which negative emotions influence negotiation outcomes. The effects for concessions are mediated by inference of limits, inference of toughness, and affective reactions. The effect of negative emotions on individual outcomes is mediated by complementary affective reactions. Based on the existing body of work, we make specific calls for further research.
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 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 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 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 Impact of emotions in negotiations by : Robert Neubauer
Download or read book Impact of emotions in negotiations written by Robert Neubauer and published by GRIN Verlag. This book was released on 2017-05-29 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2017 in the subject Business economics - Miscellaneous, grade: 2.0, University of Kaiserslautern, language: English, abstract: This seminar paper deals with emotions in negotiations. Both the negotiator and the opponent can use emotions in negotiations in order to influence the result to their own advantage. Emotions can be divided into positive, negative and neutral. Within these three types of emotions, there are different emotions that can occur, whereof not all of them has the same impact on the outcome of the negotiation. Based on a systematic literature analysis, the emotions that can occur within these three types are presented and illustrated. This seminar gives an overview of the impact of the three types of emotions in negotiations and is specifically focused on the positive emotions compassion and happiness, as well as the negative emotions anger, anxiety and sadness. The aim of this work is to compare critically and objectively the different effects of the emotions in negotiations.
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 HBR Guide to Emotional Intelligence (HBR Guide Series) by : Harvard Business Review
Download or read book HBR Guide to Emotional Intelligence (HBR Guide Series) written by Harvard Business Review and published by Harvard Business Press. This book was released on 2017-06-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing the human side of work Research by Daniel Goleman, a psychologist and coauthor of Primal Leadership, has shown that emotional intelligence is a more powerful determinant of good leadership than technical competence, IQ, or vision. Influencing those around us and supporting our own well-being requires us to be self-aware, know when and how to regulate our emotional reactions, and understand the emotional responses of those around us. No wonder emotional intelligence has become one of the crucial criteria in hiring and promotion. But luckily it’s not just an innate trait: Emotional intelligence is composed of skills that all of us can learn and improve on. In this guide, you’ll learn how to: Determine your emotional intelligence strengths and weaknesses Understand and manage your emotional reactions Deal with difficult people Make smarter decisions Bounce back from tough times Help your team develop emotional intelligence Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.
Book Synopsis Handbook of Group Decision and Negotiation by : D. Marc Kilgour
Download or read book Handbook of Group Decision and Negotiation written by D. Marc Kilgour and published by Springer Science & Business Media. This book was released on 2010-08-02 with total page 473 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.
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 Validity Generalization by : Kevin R. Murphy
Download or read book Validity Generalization written by Kevin R. Murphy and published by Psychology Press. This book was released on 2013-03-07 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume presents the first wide-ranging critical review of validity generalization (VG)--a method that has dominated the field since the publication of Schmidt and Hunter's (1977) paper "Development of a General Solution to the Problem of Validity Generalization." This paper and the work that followed had a profound impact on the science and practice of applied psychology. The research suggests that fundamental relationships among tests and criteria, and the constructs they represent are simpler and more regular than they appear. Looking at the history of the VG model and its impact on personnel psychology, top scholars and leading researchers of the field review the accomplishments of the model, as well as the continuing controversies. Several chapters significantly extend the maximum likelihood estimation with existing models for meta analysis and VG. Reviewing 25 years of progress in the field, this volume shows how the model can be extended and applied to new problems and domains. This book will be important to researchers and graduate students in the areas of industrial organizational psychology and statistics.
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 Negotiator Cognition by : Max H Bazerman
Download or read book Negotiator Cognition written by Max H Bazerman and published by Legare Street Press. This book was released on 2023-07-18 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this compelling book, John S. Carroll and Max H. Bazerman explore the complex cognitive processes involved in effective negotiation. Drawing on the latest research in psychology and negotiation theory, this book provides practical guidance for negotiators at all levels. This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.
Book Synopsis Knowledge Structures in Close Relationships by : Garth J.O. Fletcher
Download or read book Knowledge Structures in Close Relationships written by Garth J.O. Fletcher and published by Psychology Press. This book was released on 2014-03-05 with total page 460 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thirty-three of the top scholars in this fast moving domain present a picture of work at the cusp in social psychology -- work that deals with cognition and affect in close relationships. The present volume contains a wealth of research findings and influential theoretical accounts that spring as much from indigenous work in the close relationship field as from purebred social cognition. The chapters introduce theories and research programs concerned with the role of individual and couple differences in close relationship knowledge structures. They deal with the role of emotion and affect in close relationships. And they discuss the function of cognition and knowledge structures in relation to the developmental course of close relationships. Each section is accompanied by a critical review written by an expert in the field. This volume is a must for any close relationship scholar interested in the latest research and theorizing about close relationships that adopt a social psychological perspective. It will also be of interest to scholars and students working in clinical psychology, social cognition, communication, individual differences, and family studies.
Book Synopsis The Oxford Handbook of Social Influence by : Stephen G. Harkins
Download or read book The Oxford Handbook of Social Influence written by Stephen G. Harkins and published by Oxford University Press. This book was released on 2017 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Social Influence restores this important field to its once preeminent position within social psychology. Editors Harkins, Williams, and Burger lead a team of leading scholars as they explore a variety of topics within social influence, seamlessly incorporating a range of analyses (including intrapersonal, interpersonal, and intragroup), and examine critical theories and the role of social influence in applied settings today.
Book Synopsis Emotions in Early Development by : Robert Plutchik
Download or read book Emotions in Early Development written by Robert Plutchik and published by Academic Press. This book was released on 2013-09-17 with total page 383 pages. Available in PDF, EPUB and Kindle. Book excerpt: Emotions in Early Development reviews important theoretical advances in the understanding of emotions in early development, paying particular attention to issues such as the extent to which infants are born with certain emotions; how one infers the existence of emotion in infants; and the relations between emotion and cognition. The connection between emotions and personality is also discussed, along with the role of parent-child interactions in the appearance and development of emotions. Comprised of 11 chapters, this volume begins with a summary of issues in the development of emotion in infancy, from the function of emotions to the problem of labeling affects in infants as well as the development of smile, stranger anxiety, and the sense of self. The next chapter examines the parent-infant communication system, with emphasis on the two-way, primarily nonverbal, interaction that takes place between mother and infant and the nature of the learning processes that occur in both the infant and the mother. The reader is then introduced to a concept known as social referencing, or the use of emotional information gained from another person to help evaluate situations. Subsequent chapters focus on individual differences in emotional expressions observed in one-year-old infants; Piaget's theory of cognitive development and its implications for a theory of emotions; emotional sequences and consequences; and the relationship between attachment and separation processes in infancy. The final chapter integrates an epigenetic view of emotions with psychoanalytic concepts. This book will be of interest to child psychologists.
Book Synopsis The Social Nature of Emotions by : Gerben A. van Kleef
Download or read book The Social Nature of Emotions written by Gerben A. van Kleef and published by Frontiers Media SA. This book was released on 2016-08-11 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: Emotion is a defining aspect of the human condition. Emotions pervade our social and professional lives, they affect our thinking and behavior, and they profoundly shape our relationships and social interactions. Emotions have traditionally been conceptualized and studied as individual phenomena, with research focusing on cognitive and expressive components and on physiological and neurological processes underlying emotional reactions. Over the last two decades, however, an increasing scholarly awareness has emerged that emotions are inherently social – that is, they tend to be elicited by other people, expressed at other people, and regulated to influence other people or to comply with social norms (Fischer & Manstead, 2008; Keltner & Haidt, 1999; Parkinson, 1996; Van Kleef, 2009). Despite this increasing awareness, the inclusion of the social dimension as a fundamental element in emotion research is still in its infancy (Fischer & Van Kleef, 2010). We therefore organized this special Research Topic on the social nature of emotions to review the state of the art in research and methodology and to stimulate theorizing and future research. The emerging field of research into the social nature of emotions has focused on three broad sets of questions. The first set of questions pertains to how social-contextual factors shape the experience, regulation, and expression of emotions. Studies have shown, for instance, that the social context influences the emotions people feel and express (Clark, Fitness, & Brissette, 2004; Doosje, Branscombe, Spears, & Manstead, 2004; Fischer & Evers, 2011). The second set of questions concerns social-contextual influences on the recognition and interpretation of emotional expressions. Studies have shown that facial expressions are interpreted quite differently depending on the social context (e.g., in terms of status, culture, or gender) in which they are expressed (Elfenbein & Ambady, 2002; Hess & Fischer, 2013; Mesquita & Markus, 2004; Tiedens, 2001). The third set of questions has to do with the ways in which people respond to the emotional expressions of others, and how such responses are shaped by the social context. Studies have shown that emotional expressions can influence the behavior of others, for instance in group settings (Barsade, 2002; Cheshin, Rafaeli & Bos, 2011; Heerdink, Van Kleef, Homan, & Fischer, 2013), negotiations (Sinaceur & Tiedens, 2006; Van Kleef, De Dreu, & Manstead, 2004), and leadership (Sy, Côté, & Saavedra, 2005; Van Kleef, Homan, Beersma, & Van Knippenberg, 2010). This Research Topic centers around these and related questions regarding the social nature of emotions, thereby highlighting new research opportunities and guiding future directions in the field. We bring together a collection of papers to provide an encyclopedic, open-access snapshot of the current state of the art of theorizing and research on the social nature of emotion. The state of the art work that is presented in this e-book helps advance the understanding of the social nature of emotions. It brings together the latest cutting-edge findings and thoughts on this central topic in emotion science, as it heads toward the next frontier.
