Emotions In Negotiations

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Beyond Reason

Author : Roger Fisher
Publisher : Penguin
ISBN 13 : 1101218878
Total Pages : 256 pages
Book Rating : 4.1/5 (12 download)

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Book Synopsis Beyond Reason by : Roger Fisher

Download or read book Beyond Reason written by Roger Fisher and published by Penguin. This book was released on 2005-10-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

Emotion in Group Decision and Negotiation

Author : Bilyana Martinovsky
Publisher : Springer
ISBN 13 : 9401799636
Total Pages : 225 pages
Book Rating : 4.4/5 (17 download)

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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.

The effect of emotion on negotiations

Author : Maximiliane Gläsle
Publisher : GRIN Verlag
ISBN 13 : 3656726922
Total Pages : 24 pages
Book Rating : 4.6/5 (567 download)

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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.

HBR Guide to Emotional Intelligence (HBR Guide Series)

Author : Harvard Business Review
Publisher : Harvard Business Press
ISBN 13 : 1633692736
Total Pages : 256 pages
Book Rating : 4.6/5 (336 download)

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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.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Negotiating as emotion management

Author : Willem Mastenbroek
Publisher : ManagementSite Netwerk
ISBN 13 : 9491541021
Total Pages : 164 pages
Book Rating : 4.4/5 (915 download)

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Book Synopsis Negotiating as emotion management by : Willem Mastenbroek

Download or read book Negotiating as emotion management written by Willem Mastenbroek and published by ManagementSite Netwerk. This book was released on 2014-06-01 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: A fascinating investigation into the development of negotiating skills and the taming of fierce emotions. An approach of negotiating which brings together win-win and win-lose tactics into a practical and useful model. This model will help you to deal with manipulations, dead-lock and stubborn clients. It will also enable you to develop trust and enduring relationships.

The Role of Emotions in Effective Negotiations

Author : Niklas Lochner
Publisher : GRIN Verlag
ISBN 13 : 3668412200
Total Pages : 74 pages
Book Rating : 4.6/5 (684 download)

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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.

Impact of emotions in negotiations

Author : Robert Neubauer
Publisher : GRIN Verlag
ISBN 13 : 3668455295
Total Pages : 32 pages
Book Rating : 4.6/5 (684 download)

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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.

The Handbook of Negotiation and Culture

Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)

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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.

Negotiating the Nonnegotiable

Author : Daniel Shapiro
Publisher : Penguin
ISBN 13 : 0143110179
Total Pages : 354 pages
Book Rating : 4.1/5 (431 download)

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Book Synopsis Negotiating the Nonnegotiable by : Daniel Shapiro

Download or read book Negotiating the Nonnegotiable written by Daniel Shapiro and published by Penguin. This book was released on 2017-03-07 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: “One of the most important books of our modern era” –Amb. Jaime de Bourbon For anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict. A deep, provocative book to reflect on and wrestle with, this book can change your life. Be warned: This book is not a quick fix. Real change takes work. You will learn how to master five emotional dynamics that can sabotage conflict outside your awareness: 1. Vertigo: How can you avoid getting emotionally consumed in conflict? 2. Repetition compulsion: How can you stop repeating the same conflicts again and again? 3. Taboos: How can you discuss sensitive issues at the heart of the conflict? 4. Assault on the sacred: What should you do if your values feel threatened? 5. Identity politics: What can you do if others use politics against you? In our era of discontent, this is just the book we need to resolve conflict in our own lives and in the world around us.

The Future of Value

Author : Eric Lowitt
Publisher : John Wiley & Sons
ISBN 13 : 111807825X
Total Pages : 223 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis The Future of Value by : Eric Lowitt

Download or read book The Future of Value written by Eric Lowitt and published by John Wiley & Sons. This book was released on 2011-08-04 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: Enhance business performance by using sustainability for competitive advantage The Future of Value reveals what it takes for companies to grow and outperform the competition in today's growth-constrained, sustainability conscious world. The author shows leaders how to use sustainability as a powerful, pragmatic lens to enhance business performance. He also explores how to craft and oversee a portfolio of effective tools, develop competitive strategies, and adjust value chain activities, talent management practices, and corporate policies to help organizations execute powerful sustainability strategies. He provides a systematic, yet instantly familiar, model all companies can use to connect sustainability with their growth and competitive strategies. In this way, the author shows leaders how to shape, color, and own The Future of Value. Outlines the keys to implementing sustainability in organizations to achieve business success today and tomorrow Reveals how to engage stakeholders in day to day sustainability management as a means to shape and fuel efforts to continuously renew their sustainability strategies The author is a 15-year veteran of sustainability and strategy management consulting, having worked with clients in the US, Japan, Australia, and Europe. He has an MBA in Strategic Management from The University of Pennsylvania's Wharton School and writes a regular column for Sustainable Life Media and GreenBiz, two of the world's most heavily trafficked sustainability news and thought leadership portals The author draws useful and accessible conclusions from a rich, diverse set of corporate interviewees. A core part of his research was the selection and interrogation of more than 25 Global Fortune 500 companies' sustainability, strategy, and finance leads.

The Negotiation Book

Author : Steve Gates
Publisher : John Wiley & Sons
ISBN 13 : 1119155525
Total Pages : 240 pages
Book Rating : 4.1/5 (191 download)

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Book Synopsis The Negotiation Book by : Steve Gates

Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-10-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Negotiating Genuinely

Author : Shirli Kopelman
Publisher : Stanford University Press
ISBN 13 : 0804792119
Total Pages : 100 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis Negotiating Genuinely by : Shirli Kopelman

Download or read book Negotiating Genuinely written by Shirli Kopelman and published by Stanford University Press. This book was released on 2014-04-16 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Shirli Kopelman, executive director of the International Association for Conflict Management, argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches how to reconcile the disparate hats you wear in everyday life—with families, friends, and colleagues—bringing one “integral hat” to the negotiation table. Kopelman develops and shares techniques that illuminate this approach—and exercises along the way help you negotiate more naturally, positively, and successfully.

The Psychology of Negotiations in the 21st Century Workplace

Author : Barry M. Goldman
Publisher : Routledge
ISBN 13 : 1136483543
Total Pages : 590 pages
Book Rating : 4.1/5 (364 download)

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Book Synopsis The Psychology of Negotiations in the 21st Century Workplace by : Barry M. Goldman

Download or read book The Psychology of Negotiations in the 21st Century Workplace written by Barry M. Goldman and published by Routledge. This book was released on 2012-05-04 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt: The "litigation explosion" in the 21st century workplace means increasing costs and risks of lawsuits. Negotiation appears the attractive alternative to litigation. This new volume, with contributions from experts in psychology, management, and other disciplines, bridges the gap between management and negotiation research. Managers, students, and researchers interested in the field of negotiation will find this new book in SIOP’s Organizational Frontiers series of interest.

Negotiating the Impossible

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1626566992
Total Pages : 295 pages
Book Rating : 4.6/5 (265 download)

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Book Synopsis Negotiating the Impossible by : Deepak Malhotra

Download or read book Negotiating the Impossible written by Deepak Malhotra and published by Berrett-Koehler Publishers. This book was released on 2018-07-19 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Handbook of Group Decision and Negotiation

Author : D. Marc Kilgour
Publisher : Springer Science & Business Media
ISBN 13 : 9048190975
Total Pages : 473 pages
Book Rating : 4.0/5 (481 download)

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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.

The Interpersonal Dynamics of Emotion

Author : Gerben A. van Kleef
Publisher : Cambridge University Press
ISBN 13 : 1107048249
Total Pages : 329 pages
Book Rating : 4.1/5 (7 download)

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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.