Understanding the Role Emotions Play in Negotiation

Understanding the Role Emotions Play in Negotiation                  fisher and Ury (1991) state that in negotiation feelings may be much important than talk. The authors go on to describe how in the pith East emotions of two the Israelis and Palestinians are intense, beca call of how one perceives the other as a flagellum to their existence. These powerful emotions make even what bet to be a simple issue, like negotiating the distribution of piss along the air jacket Bank, almost impossible to discuss and resolve. Both the stirred path and aflame give-and-take of a negotiant turn over the potential to greatly affect the outcome of the negotiation itself. aflame style is depict by how a negotiator delivers the packages, or deals, he/she creates (Thompson, 2001). randy give-and-take is defined as: the capacity for recognizing our own feelings and those of others, for actuate ourselves, and for managing emotions well in ourselves an d in our human relationships (Goleman, 1998). In this paper, I go away outline the three basic emotional styles employ in negotiations, along with the pros and cons of each. Then, I will expand on the relationship between emotions and negotiation by discussing the five dimensions of emotional intelligence and how they relate to the art of negotiation.         Thompson (2001) outlines three distinct emotional styles of negotiation.

The first base style to discuss is the negative style. The focus of this style is to use irrational-appearing emotions to intimidate or control the other party. The st opping delegate of a negotiator employing t! his style is to bully the other social function into meeting their demands. A successful negative style negotiator is able to induce fear in their opponent that he/she would rather walk away empty handed, than settle for anything curt than desired (Thompson, 2001). This style is most applicable to distributive negotiations that watch as little or... If you want to get a ripe essay, pitch it on our website: BestEssayCheap.com

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