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 aims to explore the impact of emotions, specifically fear, anger, and envy, on negotiations. It investigates how these emotions influence negotiation outcomes both individually and interpersonally, offering strategies for leveraging their effects. The essay also introduces the EASI model as a universal approach to managing emotions in negotiations.
- The role of emotions in negotiations
- Strategies for managing fear in negotiation settings
- The impact of anger on negotiation outcomes
- Understanding and addressing envy in negotiations
- The application of the EASI model for a universal approach to emotional management in negotiations
Zusammenfassung der Kapitel (Chapter Summaries)
Introduction: This introductory chapter sets the stage by highlighting the growing importance of negotiation skills in the modern business world. It emphasizes the shift towards flatter hierarchies and the increasing frequency of global business interactions. The chapter points out the common reliance on experience rather than strategic approaches in negotiations and emphasizes the need for adaptability in various negotiation settings (power dynamics, internal/external contexts, timeframes). It introduces the essay's focus on understanding and utilizing the impact of emotions (fear, anger, envy) in negotiations, contrasting it with older advice to suppress emotions and highlighting the growing research interest in this area. The chapter concludes by previewing the introduction of the EASI model as a universal framework for managing emotions in negotiation.
Fear: This chapter delves into the emotion of fear as a response to tangible and perceived danger in negotiations. It examines how fear manifests as stress, leading to avoidance of social interactions, particularly in situations of power imbalance or 'independent advantage' scenarios. The chapter uses examples of business situations, such as job security concerns or salary negotiations, to illustrate the prevalence of fear. It cites research (O'Connor & Arnold, 2006) highlighting the stress of negotiating on one's own behalf versus as an agent. The core argument revolves around the 'cognitive appraisal' of a negotiation as either a threat or a challenge, directly impacting performance and outcomes. Threat appraisal leads to concessions, while challenge appraisal fosters competitive or cooperative behavior, depending on the negotiation type. The chapter concludes by suggesting strategies to counteract negative threat appraisals through research, awareness of one's resources, and avoiding a cycle of discouragement.
Anger: This chapter explores the role of anger in negotiations, arguing that it can lead to both competitive and cooperative behaviors. Research by Van Kleef & Côté (2006) is referenced, proposing that the effectiveness of anger expression depends on power dynamics and appropriateness. The chapter uses examples of 'compromises' leaving participants disappointed or angry, highlighting communication breakdowns and reactions such as retaliation or concessions as responses to anger. The chapter also touches upon the complexities of anger in intercultural negotiations where awareness of emotional display norms differs. While specifics aren't detailed, the chapter implies that a universal approach, like the EASI model (introduced later), offers solutions for managing anger's effects regardless of cultural background.
Schlüsselwörter (Keywords)
Negotiation, emotions, fear, anger, envy, cognitive appraisal, power dynamics, EASI model, integrative negotiation, distributive negotiation, intercultural negotiations, stress, communication, conflict resolution.
Frequently Asked Questions: A Comprehensive Language Preview
What is the main topic of this text?
This text is a comprehensive language preview exploring the impact of emotions (specifically fear, anger, and envy) on negotiations. It examines how these emotions influence negotiation outcomes, offers strategies for managing them, and introduces the EASI model as a universal approach to emotional management in negotiations.
What emotions are discussed in detail?
The text focuses primarily on fear, anger, and envy, detailing how each emotion manifests in negotiation settings, its potential impact on outcomes, and strategies for managing its influence.
What is the EASI Model, and how is it relevant to this text?
The EASI model is presented as a universal approach to managing emotions in negotiations. While not explicitly defined, the text suggests it offers solutions for managing emotions like anger and fear regardless of cultural background or power dynamics. It serves as a framework for understanding and addressing the emotional complexities of negotiation.
What are the key themes explored in the text?
Key themes include the role of emotions in negotiations, strategies for managing fear and anger, understanding and addressing envy, the impact of power dynamics on emotional expression, and the application of the EASI model for a universal approach to emotional management in negotiation.
How does the text address the impact of fear in negotiations?
The text explores fear as a response to perceived danger, linking it to stress and avoidance of social interactions. It highlights the concept of 'cognitive appraisal,' where a negotiation is viewed as either a threat or a challenge, influencing outcomes. Strategies to counteract negative threat appraisals are also suggested.
How does the text address the impact of anger in negotiations?
The text examines anger's potential to lead to both competitive and cooperative behaviors, depending on factors like power dynamics and cultural norms. It highlights communication breakdowns and different responses to anger (retaliation, concessions). The text suggests the EASI model as a potential solution for managing anger's effects across different cultural contexts.
How does the text address the impact of envy in negotiations?
While not as extensively detailed as fear and anger, envy is presented as another significant emotion influencing negotiations. The text touches upon its implications and potential threats in negotiation contexts.
What is the structure of the text?
The text is structured as a preview, including a table of contents, objectives and key themes, chapter summaries (for Introduction, Fear, Anger), and keywords. This provides a comprehensive overview of the main concepts and arguments presented.
What kind of negotiations are considered in the text?
The text considers a range of negotiation settings, including those involving power imbalances, internal and external contexts, and varying timeframes. It also implicitly touches upon intercultural negotiations, highlighting the importance of considering cultural differences in emotional display.
What are some key takeaways from this text preview?
Key takeaways include the importance of acknowledging and managing emotions in negotiations, the diverse impacts of fear, anger, and envy, the potential benefits of the EASI model for universal emotional management, and the need for strategic approaches beyond solely relying on experience in negotiation.
- Arbeit zitieren
- Steffen Büchner (Autor:in), 2008, Emotions in negotiations, München, GRIN Verlag, https://www.grin.com/document/94190
