With day-to-day meetings and constant communication, the modern business world is changing the
ways of interpersonal interaction. Especially in flat hierarchies, negotiations serve an important role
in resolving conflict situations and have become a valuable instrument both for managerial and operational
decision-making within a corporation. Externally, recurring negotiations with businesspeople
around the globe have become a standard. Though negotiation skills are highly needed, many people
rely on their experience from former negotiations and never have thought of using certain strategies
or methods. Few may have read books on strategies in negotiations and apply them in real negotiating
events such as compensation bargaining, promotions or business meetings. It is becoming
increasingly important to be able to adapt to various negotiation settings, such as differing power
among participants, external and internal negotiations and short- or long-term negotiations as well.
A good negotiator knows what patterns of behavior to induce in others by using emotions as a tool
to reach his goal. While there are some promising approaches, which can help to realize increased
joint gains, many exclude emotions as an important way of carrying information. You may even
find advice (esp. in the pre-1990s) proposing to avoid the use of emotions, either intrapersonal or
interpersonal. The lack of research in this field has been covered since then and is progressing at a
high pace. The following essay introduces the most prevalent and important emotions in negotiations
and gives useful tips on how to capitalize on both the negative and positive effects of emotions
such as fear, anger and envy. This is done both on an intrapersonal as well as an interpersonal level.
Ultimately, the EASI model is presented, which provides a universal approach for strategies and
tactics regarding emotions which are not necessarily covered here, but also play an important role
in negotiations.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Fear
- Cognitive Appraisal
- Anger
- Implications
- Envy
- Threats
- Implications
- A Universal Approach: The EASI Model
- Implications
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This essay examines the role of emotions in negotiations, focusing on fear, anger, and envy. The objective is to provide insights into how these emotions can influence negotiation outcomes and offer strategies for managing them effectively. By understanding the impact of emotions, negotiators can achieve better results and navigate conflict situations more successfully.
- The impact of emotions, particularly fear, anger, and envy, on negotiation outcomes.
- Strategies for managing and capitalizing on emotions during negotiations.
- The role of cognitive appraisal in shaping a negotiator's performance.
- The effectiveness of anger as a negotiation tactic based on power dynamics.
- The introduction of the EASI model, providing a comprehensive framework for managing emotions in negotiations.
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: The chapter emphasizes the growing importance of negotiation skills in the modern business world, highlighting the need to understand and manage emotions in this context. The essay focuses on the impact of fear, anger, and envy in negotiations, discussing how they can be used strategically.
- Fear: This chapter delves into the emotional response to danger in negotiations. Fear is presented as a source of stress, often inhibiting effective negotiation. It introduces the concept of cognitive appraisal and how it influences a negotiator's performance, impacting their ability to reach beneficial outcomes.
- Anger: This chapter examines the role of anger in negotiations, emphasizing that its effectiveness depends on power dynamics and the appropriateness of its expression. It discusses the potential risks and benefits of displaying anger and the complexities of navigating anger-related situations, particularly in cross-cultural negotiations.
Schlüsselwörter (Keywords)
The primary keywords and focus topics of this essay are: emotions in negotiations, fear, anger, envy, cognitive appraisal, negotiation strategies, power dynamics, stress management, intercultural negotiations, EASI model, joint gains, and conflict resolution. The essay explores these concepts in detail, offering insights into the complexities of managing emotions in business settings.
- Quote paper
- Steffen Büchner (Author), 2008, Emotions in negotiations, Munich, GRIN Verlag, https://www.grin.com/document/94190
