This seminar paper deals with emotions in negotiations. Both the negotiator and the opponent can use emotions in negotiations in order to influence the result to their own advantage. Emotions can be divided into positive, negative and neutral. Within these three types of emotions, there are different emotions that can occur, whereof not all of them has the same impact on the outcome of the negotiation.
Based on a systematic literature analysis, the emotions that can occur within these three types are presented and illustrated. This seminar gives an overview of the impact of the three types of emotions in negotiations and is specifically focused on the positive emotions compassion and happiness, as well as the negative emotions anger, anxiety and sadness. The aim of this work is to compare critically and objectively the different effects of the emotions in negotiations.
Table of Contents
1 Introduction
2 Negotiation and emotion
2.1 Negotiation
2.1.1 Definition of negotiation
2.1.2 Negotiation strategies
2.2 Emotion
2.2.1 Definition of emotion
2.2.2 Types of emotions
3 Impact of emotions in negotiations
3.1 Positive emotions
3.2 Negative emotions
3.3 Neutral emotions
4 Summary and outlook
Objectives and Topics
The primary objective of this seminar paper is to examine the role of emotions in negotiation processes and to critically analyze how different emotional displays—specifically positive, negative, and neutral—impact negotiation outcomes and the behavior of the involved parties.
- The strategic use of emotions by negotiators to influence opponents.
- Categorization of emotions into positive (e.g., compassion, happiness), negative (e.g., anger, anxiety, sadness), and neutral states.
- Evaluation of how specific emotional expressions, such as anger or compassion, affect joint gains and concession-making.
- Comparison of negotiation strategies like distributive versus integrative approaches under the influence of various emotions.
Excerpt from the Book
Compassion
The involvement of empathy and „understanding regarding the other’s intentions and motives for a past behaviour in that even though the primary appraisal is negative“, is according to description of Liu/Wang (2010, p.445) compassion. Compassion can commonly used interchangeable with empathy (Liu/Wang, 2010, p.445; Oetzel et al. 2014, p.376). Liu/Wang (2010, p.445) extend the use of compassion with sympathy and pity. Compassionate feelings can result from the impression „that the other person is not responsible because of extenuating circumstances“ (Liu/Wang, 2010, p.445).
Summary of Chapters
1 Introduction: This chapter defines the basics of negotiation and outlines the research objective, which is to analyze the impact of different emotional types on negotiation outcomes through a systematic literature review.
2 Negotiation and emotion: This section provides definitions for the key concepts of negotiation and emotion, detailing different negotiation strategies and categorizing emotions into positive, negative, and neutral groups.
3 Impact of emotions in negotiations: This core chapter explores the specific effects of positive, negative, and neutral emotions on negotiation behaviors and outcomes, referencing various research findings regarding anger, happiness, compassion, anxiety, and sadness.
4 Summary and outlook: This final chapter consolidates the findings on how emotions function as strategic tools and suggests future research directions, noting the need for broader studies beyond the most commonly examined emotions.
Keywords
Negotiation, Emotion, Negotiation strategies, Positive emotions, Negative emotions, Neutral emotions, Compassion, Happiness, Anger, Anxiety, Sadness, Joint gains, Concession-making, Integrative strategy, Distributive strategy
Frequently Asked Questions
What is the core subject of this seminar paper?
The paper examines how various emotional states—positive, negative, and neutral—affect the behavior of negotiators and the ultimate outcomes of a negotiation process.
What are the central thematic areas covered?
The study focuses on the categorization of emotions, their strategic deployment in professional and personal negotiations, and their influence on interactions like concession-making and cooperative behavior.
What is the primary objective of this research?
The aim is to provide a critical and objective comparison of how specific emotions, such as anger, happiness, and compassion, influence the success and the joint gains of a negotiation.
Which scientific methodology does the author apply?
The paper is based on a systematic literature review, analyzing academic publications, books, and journals from the period between 1997 and 2016.
What is addressed in the main part of the document?
The main part defines negotiation strategies and emotions, then breaks down the specific impacts of positive, negative, and neutral emotions, illustrated with research-based findings on how these affect the negotiation process.
Which keywords characterize this work best?
Key terms include Negotiation, Emotion, Compassion, Happiness, Anger, Anxiety, Sadness, Joint Gains, and strategic Negotiation.
How does the author define the "distributive negotiation strategy"?
The author describes it as a "Win-Lose" or "fixed-pie" strategy where the aim is to claim value and maximize one's share of fixed negotiation items, often leading to contentious interactions.
What conclusion does the author reach regarding the "neutral emotional display"?
The author notes that the use of a neutral emotional display is less based on scientific theory and more on a lay-theory or prescriptive model, which negotiators often use to maintain a rational and potentially more profitable decision-making process.
- Arbeit zitieren
- Robert Neubauer (Autor:in), 2017, Impact of emotions in negotiations, München, GRIN Verlag, https://www.hausarbeiten.de/document/366665
