The Role Of Emotions In Effective Negotiations
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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.
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.
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.
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.
Getting To Yes
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Author : Roger Fisher
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1991
Getting To Yes written by Roger Fisher and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
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.
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.
The Handbook Of Negotiation And Culture
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Author : Michele J. Gelfand
language : en
Publisher: Stanford University Press
Release Date : 2004
The Handbook Of Negotiation And Culture written by Michele J. Gelfand and has been published by Stanford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
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.
Negotiation Excellence Successful Deal Making 2nd Edition
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Author : Benoliel Michael
language : en
Publisher: World Scientific
Release Date : 2014-09-16
Negotiation Excellence Successful Deal Making 2nd Edition written by Benoliel Michael and has been published by World Scientific this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-09-16 with Business & Economics categories.
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Building Agreement
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Author : Roger Fisher
language : en
Publisher: Random House
Release Date : 2007
Building Agreement written by Roger Fisher and has been published by Random House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Emotions categories.
Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to stimulate emotions that help you achieve the result you want. Building Agreement shows you how to use five 'core concerns' that motivate people: -- Express appreciation for what others think, feel or do -- Build affiliation; turn an adversary into a colleague -- Respect autonomy in others and gain autonomy for yourself -- Acknowledge status and establish your own -- Choose a fulfilling role during every negotiation Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superb, practical guide to essential negotiation skills. 'Powerful, practical advice. It will put your emotions to good use.' Desmond Tutu 'A brilliant guide...Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.' Daniel Goleman, author of Emotional Intelligence 'Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.' Howard Gardner, Harvard University Originally published in hardback under the title Beyond Reason.
Developing Effective Negotiation Skills
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Author : Sorin Dumitrascu
language : en
Publisher: Independently Published
Release Date : 2020-11-13
Developing Effective Negotiation Skills written by Sorin Dumitrascu and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-11-13 with categories.
In the business world, skilled negotiation can be the difference between growth and failure. Effective negotiators develop a set of tools and the skills to guide them through their use in the negotiation process. In this course you'll learn how to prepare for negotiations and the skills necessary to communicate effectively for success. You'll also learn best practices for countering ineffective negotiation techniques and overcoming negotiation challenges. Effective negotiators achieve their goals by reaching agreement. Your negotiating skills make the difference between success and failure. In this course you learn the importance of building and maintaining trust in negotiations. You'll be introduced to personality types, and how to handle emotions and interests during a negotiation. You'll also learn how to facilitate agreement by providing options and how to handle continued resistance. Finally, you'll learn how to close the negotiation.