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.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Structure of the paper
- Creating and influencing the negotiation environment
- Personality traits
- Emotional intelligence
- Emotional trigger points
- Strategic application of emotions in negotiations
- Exploitative manipulation through expressing negative emotions
- Proactive stimulation of positive emotions
- Techniques to diminish strong negative emotions
- Taking a break
- Naming Signalizing the recognition of the move
- Adjourn - Putting the concern aside, refocusing on the problem
- Summary and Outlook
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper explores the impact of emotions on negotiation processes, challenging the common perception that emotions hinder effective negotiation. It aims to demonstrate how emotional awareness can positively influence the negotiation environment and how emotions can be strategically used to enhance negotiation outcomes.
- The influence of emotions on the negotiation environment
- The importance of managing emotions in negotiations
- Strategies for applying emotions to improve negotiation outcomes
- Techniques for mitigating negative emotions in negotiations
- The role of personality traits and emotional intelligence in successful negotiations
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: This chapter introduces the paper's scope and structure, highlighting the common perception of emotions as detrimental to effective negotiation. It emphasizes the need to explore the positive potential of emotions in negotiation processes.
- Creating and influencing the negotiation environment: This chapter examines the link between emotional intelligence and successful negotiations, exploring how individuals can improve their ability to recognize and manage their own emotions as well as those of others. It emphasizes the role of positive emotions in fostering a conducive environment for finding solutions and reaching agreements.
- Strategic application of emotions in negotiations: This chapter delves into various strategies for utilizing emotions in negotiations, discussing tactics that can benefit either one party or both parties involved. It explores techniques for mitigating negative emotions and navigating challenging situations during the negotiation process.
Schlüsselwörter (Keywords)
The key concepts explored in this paper include emotional intelligence, negotiation environment, strategic application of emotions, negotiation outcomes, positive emotions, negative emotions, and emotional trigger points. The paper also examines the relationship between personal traits, emotional awareness, and successful negotiations.
- Quote paper
- Maximiliane Gläsle (Author), 2014, The effect of emotion on negotiations, Munich, GRIN Verlag, https://www.grin.com/document/278453