Emotions In Negotiations
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The Effect Of Emotion On Negotiations
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Author : Maximiliane Gläsle
language : en
Publisher: GRIN Verlag
Release Date : 2014-08-22
The Effect Of Emotion On Negotiations written by Maximiliane Gläsle and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-08-22 with Business & Economics categories.
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.
The Role Of Emotions In Effective Negotiations
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Author : Niklas Lochner
language : en
Publisher: GRIN Verlag
Release Date : 2017-03-08
The Role Of Emotions In Effective Negotiations written by Niklas Lochner and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-03-08 with Psychology categories.
Bachelor Thesis from the year 2016 in the subject Psychology - Work, Business, Organisational and Economic Psychology, 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
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Author : Robert Neubauer
language : en
Publisher: GRIN Verlag
Release Date : 2017-05-29
Impact Of Emotions In Negotiations written by Robert Neubauer and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-29 with Business & Economics categories.
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.
Negotiating As Emotion Management
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Author : Willem Mastenbroek
language : en
Publisher: ManagementSite Netwerk
Release Date : 2014-06-01
Negotiating As Emotion Management written by Willem Mastenbroek and has been published by ManagementSite Netwerk this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06-01 with Business & Economics categories.
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.
Emotion In Group Decision And Negotiation
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Author : Bilyana Martinovsky
language : en
Publisher: Springer
Release Date : 2015-07-01
Emotion In Group Decision And Negotiation written by Bilyana Martinovsky and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-01 with Psychology categories.
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.
Beyond Reason
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Author : Roger Fisher
language : en
Publisher: Penguin
Release Date : 2005-10-06
Beyond Reason written by Roger Fisher and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-10-06 with Business & Economics categories.
“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.
Building Agreement
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Author : Daniel Shapiro
language : en
Publisher: Random House
Release Date : 2015-01-22
Building Agreement written by Daniel Shapiro and has been published by Random House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-22 with Business & Economics categories.
Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want. Building Agreement shows you how to control the five 'core concerns' that motivate people: -- Express appreciation for what others think, feel or do -- Build affiliation and turn an adversary into a colleague -- Respect autonomy in others and gain autonomy in return -- Acknowledge status and simultaneously establish your own worth -- Choose a fulfilling role during the process of negotiating Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills. Originally published in hardback under the title Beyond Reason.
Psychological Processes In International Negotiations
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Author : Francesco Aquilar
language : en
Publisher: Springer Science & Business Media
Release Date : 2007-10-05
Psychological Processes In International Negotiations written by Francesco Aquilar and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-10-05 with Psychology categories.
A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.
The Secrets Of Gaining The Upper Hand In High Performance Negotiations
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Author : Manon Schonewille
language : en
Publisher: Maklu
Release Date : 2011
The Secrets Of Gaining The Upper Hand In High Performance Negotiations written by Manon Schonewille and has been published by Maklu this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Business & Economics categories.
Although negotiations are an ever-present part of our everyday lives, many of us know little as to why we sometimes get our way, while on other occasions we walk away feeling frustrated that we did not reach the desired agreement or we may have left too much value on the table. Knowing how to gain the upper hand to get what is necessary from a negotiation is particularly important when the stakes are high, especially in a situation where a negotiator feels the options and choices are limited yet something must be achieved. A negotiation can cause a lot of stress, making the stakes even higher and the negotiation dynamics more difficult to manage. New communication technologies play an increasingly important role in day-to-day negotiations. It is important to be aware of these situations in order to know what works (and what does not work) and how to maximize the outcome in such negotiation situations. The contributions in this book - as well as the exclusive interview with Chris Voss, an international business negotiator - capture the key concepts and the most important learning points on how to gain the upper hand in high stake negotiations. The book deals in a concise way with proven tools, such as recognizing escalation mechanisms and the techniques on how to de-escalate or deal with emotions. Readers will gain access to crucial insights from professionals, like the FBI or US army negotiators, who are experienced in negotiating under extreme pressure in situations where lives are literally on the line. The book covers newer developments, such as involving a deal facilitator and conducting e-negotiations. The book also includes an example of role-playing a negotiation in a conflict situation, where the stakes are high and a lot of emotions are present on both sides of the table.
Negotiation Preparation In A Global World
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Author : Jill E. Rudd
language : en
Publisher: Routledge
Release Date : 2019-10-28
Negotiation Preparation In A Global World written by Jill E. Rudd and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-10-28 with Language Arts & Disciplines categories.
Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.