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.
Table of Contents
1 INTRODUCTION
1.1 Aim and Structure of the paper
2 INTRODUCTION TO NEGOTIATIONS
2.1 Conflicts – The Cause of Negotiations
2.2 Definition of Negotiation
2.3 Distributive and Integrative Negotiations
2.4 Types of Negotiators
2.4.1 Hard Bargainers
2.4.2 Soft Bargainers
2.4.3 Principled Bargainers – The Harvard Concept
3 EMOTIONS
3.1 The Challenge of Defining Emotions
3.2 The Origin of Emotions
3.2.1 The Appraisal Theory
3.2.2 Limbic System - The Neuroscience of the Appraisal Theory
3.3 Functions of Emotions
3.3.1 Motivation
3.3.2 Communication
3.3.3 Decision Making
4 PERCEIVING EMOTIONS
4.1 The Concept of Emotional Intelligence
4.2 Recognition of Emotions Through Non-Verbal Communication
4.2.1 The Six Basic Emotions
4.2.2 Macro Expressions
4.2.2.1 Surprise
4.2.2.2 Fear
4.2.2.3 Happiness and Enjoyment
4.2.2.4 Disgust
4.2.2.5 Sadness
4.2.2.6 Anger
4.2.3 Subtle Expressions
4.2.4 Micro Expressions
5 UNDERSTANDING EMOTIONS IN THE CONTEXT OF A NEGOTIATION
5.1 Deception and Lies
5.1.1 Masking Deceit
5.1.2 The Three Meta-Emotions of a Lie
5.1.2.1 Detection Apprehension
5.1.2.2 Deception Guilt
5.1.2.3 Duping Delight
5.2 Different Personalities Require Different Negotiation Approaches
5.2.1 The Big Five Personality Traits
5.2.2 Machiavellianism
5.2.3 The Influence of Personality on the Negotiation Strategy
6 STRATEGIC USE OF EMOTIONS IN NEGOTIATIONS
6.1 The Difference Between Positive and Negative Emotions
6.2 The Classification of Emotional Negotiation Strategies and Tactics
6.2.1 Strategies to Diminish Negative and Stimulate Positive Emotions
6.2.1.1 Emotional Negotiation Preparation
6.2.1.2 Mirroring
6.2.1.3 Showing Tactical Empathy
6.2.1.4 Taking a Break
6.2.1.5 Changing the Players or the Place
7 CONCLUSION
Research Objectives and Core Themes
This thesis examines the fundamental role of emotions in negotiations and how they impact decision-making, communication, and overall efficiency. The primary research goal is to demonstrate that integrating emotional intelligence into negotiation strategies allows negotiators to better understand their counterparts, detect deception, and achieve more successful, integrative agreements.
- The influence of emotions on negotiation outcomes and decision-making processes.
- Methods for recognizing non-verbal communication, including macro, subtle, and micro-expressions.
- The identification of deception and the role of meta-emotions like fear, guilt, and delight.
- Linking personality traits (e.g., Big Five, Machiavellianism) to specific negotiation styles.
- Strategies for managing emotional temperature and fostering positive negotiation environments.
Excerpt from the Book
4.2.2.1 Surprise
The first basic emotion to be discussed in this paper is surprise. Of all basic emotions, surprise is the briefest and only lasts for a few seconds at most. Both, the onset and disappearance of surprise as an emotion are sudden, unless the surprising event is continued by new surprising elements. Otherwise, the duration of surprise is extremely short compared to other emotions. Therefore, the short duration is the most reliable sign for true surprise while a surprise expression that last longer than 1s is most often a faked emotion.
Surprise can be triggered by different events or actions but what they all have in common is their sudden and unexpected appearance. When a surprising event unfolds step by step, it will not be surprising as we can prepare for the event. Therefore, surprise will not appear as an emotion when we expect that the event will happen. Suppose that a salesman from one of your suppliers appears in your office to offer you some of his products. If he offers you known products for a price that is common for this quality on the market, you will not be surprised as you already expected it. Therefore, the offer is not unexpected or surprising for you. But, if the salesman offers you a product with innovative features that no competitor can offer and the price remains the same, it is an unexpected event that will most likely surprise you and increase your interest in further negotiations.
Summary of Chapters
1 INTRODUCTION: Outlines the significance of emotions in negotiations and defines the structure and aim of the thesis.
2 INTRODUCTION TO NEGOTIATIONS: Explores the foundations of conflicts, definitions of negotiation, and distinct types of negotiation styles and bargainers.
3 EMOTIONS: Defines emotions and details their origins via appraisal theory and the limbic system, while analyzing their functions in motivation and communication.
4 PERCEIVING EMOTIONS: Examines emotional intelligence and provides a guide to identifying emotions through non-verbal cues, including macro, subtle, and micro-expressions.
5 UNDERSTANDING EMOTIONS IN THE CONTEXT OF A NEGOTIATION: Investigates the psychology of lies, the role of personality traits in negotiation, and provides a decision matrix for strategy selection.
6 STRATEGIC USE OF EMOTIONS IN NEGOTIATIONS: Presents actionable strategies and tactics to diminish negative emotions and stimulate positive outcomes in negotiations.
7 CONCLUSION: Summarizes key findings regarding the interdependence of emotions and successful negotiation outcomes.
Keywords
Negotiation, Emotions, Emotional Intelligence, Appraisal Theory, Non-Verbal Communication, Micro Expressions, Deception, Lies, Personality Traits, Big Five, Machiavellianism, Decision Making, Conflict Resolution, Tactical Empathy, Mirroring.
Frequently Asked Questions
What is the core focus of this thesis?
The thesis focuses on the often-overlooked influence of emotions on negotiation processes, arguing that understanding and managing emotional input is essential for achieving effective and efficient outcomes.
What are the primary themes discussed in the work?
The work covers the definitions and origins of emotions, techniques for recognizing facial expressions, the role of personality traits in determining negotiation strategies, and strategic methods to manage emotions during a negotiation.
What is the main goal or research question?
The research asks how different emotions influence negotiation outcomes and what skills and knowledge a negotiator needs to improve these interactions through emotional intelligence.
Which scientific methods are employed?
The thesis utilizes a literature review and synthesis of psychological research—including appraisal theories and studies on facial expressions by Paul Ekman—to develop a decision-making model for negotiation strategies.
What does the main body cover?
The main body spans from fundamental negotiation definitions and the biology of emotions to practical applications, such as lie detection through micro-expressions and the implementation of specific techniques like mirroring and labeling.
Which keywords characterize the work?
Key terms include negotiation, emotional intelligence, micro-expressions, deception, personality traits, and tactical empathy.
How does the author define the "Duchenne smile"?
The author defines the Duchenne smile as a genuine expression of frank joy, characterized by the combined contraction of the zygomaticus major muscle and the orbicularis oculi, which is nearly impossible to fake voluntarily.
What role does the limbic system play in negotiations?
The limbic system is responsible for the rapid evaluation of stimuli, providing the emotional data that shapes our decision-making; understanding this allows a negotiator to better influence the emotional state of a counterpart.
Why is "Detection Apprehension" important for a negotiator?
Detection apprehension—the fear of being caught—is a key emotional hotspot that causes a liar to leak subtle non-verbal cues. Skilled negotiators use this knowledge to press for information and test the honesty of their counterparts.
- Citar trabajo
- Niklas Lochner (Autor), 2016, The Role of Emotions in Effective Negotiations, Múnich, GRIN Verlag, https://www.grin.com/document/354941
