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The Interpersonal Effects Of Emotions In Negotiations
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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 Emotions in negotiations by : Steffen Büchner
Download or read book Emotions in negotiations written by Steffen Büchner and published by GRIN Verlag. This book was released on 2008-07-16 with total page 14 pages. Available in PDF, EPUB and Kindle. Book excerpt: Essay from the year 2008 in the subject Business economics - Miscellaneous, grade: 1,3, Catholic University Eichstätt-Ingolstadt, language: English, abstract: With day-to-day meetings and constant communication, the modern business world is changing the ways of interpersonal interaction. Especially in flat hierarchies, negotiations serve an important role in resolving conflict situations and have become a valuable instrument both for managerial and operational decision-making within a corporation. Externally, recurring negotiations with businesspeople around the globe have become a standard. Though negotiation skills are highly needed, many people rely on their experience from former negotiations and never have thought of using certain strategies or methods. Few may have read books on strategies in negotiations and apply them in real negotiating events such as compensation bargaining, promotions or business meetings. It is becoming increasingly important to be able to adapt to various negotiation settings, such as differing power among participants, external and internal negotiations and short- or long-term negotiations as well. A good negotiator knows what patterns of behavior to induce in others by using emotions as a tool to reach his goal. While there are some promising approaches, which can help to realize increased joint gains, many exclude emotions as an important way of carrying information. You may even find advice (esp. in the pre-1990s) proposing to avoid the use of emotions, either intrapersonal or interpersonal. The lack of research in this field has been covered since then and is progressing at a high pace. The following essay introduces the most prevalent and important emotions in negotiations and gives useful tips on how to capitalize on both the negative and positive effects of emotions such as fear, anger and envy. This is done both on an intrapersonal as well as an interpersonal level. Ultimately, the EASI model is presented, which provides a universal approach for strategies and tactics regarding emotions which are not necessarily covered here, but also play an important role in negotiations.
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 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 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 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 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.
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 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 Social Nature of Emotion Expression by : Ursula Hess
Download or read book The Social Nature of Emotion Expression written by Ursula Hess and published by Springer Nature. This book was released on 2019-12-12 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides an overview of theoretical thinking about the communicative scope of emotional expressions as well as an overview of the state of the art research in emotional psychology. For many years, research in emotional psychology has been primarily concerned with the labeling of emotion expressions and the link between emotion expressions and the expresser’s internal state. Following recent trends in research devoting specific attention to the social signal value of emotions, contributors emphasize the nature of emotion expressions as information about the person and the situation, including the social norms and standards relevant to the situation. Focusing on the role of emotion expressions as communicative acts, this timely book seeks to advance a line of theoretical thinking that goes beyond the view of emotion expressions as symptoms of an intrapersonal phenomenon to focus on their interpersonal function. The Social Nature of Emotion Expression will be of interest to researchers in emotional psychology, as well as specialists in nonverbal behavior, communication, linguistics, ethology and ethnography.
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 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 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 Get Angry, Get Out: The Interpersonal Effects of Anger Communication in Multiparty Negotiation by : Ilja van Beest
Download or read book Get Angry, Get Out: The Interpersonal Effects of Anger Communication in Multiparty Negotiation written by Ilja van Beest and published by . This book was released on 2008 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Abstract: Research on multiparty negotiation has investigated how parties form coalitions to secure payoffs but has not addressed how emotions may affect such coalition decisions. Extending research on bilateral negotiations which has generally argued that it is beneficial to communicate anger, we argue that it constitutes a considerable risk when there are more than two people present at the negotiation table. Using a computer-mediated coalition game we show that communicating anger is a risky strategy in multiparty bargaining. The main findings of three studies were that participants: (1) form negative impressions of players who communicate anger and therefore (2) exclude such players from coalitions and from obtaining a payoff share, but (3) make considerable concessions on those rare occasions that they choose to form a coalition with an angry player, or (4) when they had to form a coalition with an angry player. We discuss the implications of these results for theorizing on emotions, ne
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 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.
