Grantham University Emotion in Negotiation Discussion

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JlaNaqern

Business Finance

Grantham University

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Emotion in Negotiation

Conduct a light research on the role of emotion in negotiation process, and the effect it has on the outcome of the negotiation. In your essay, try to answer the following the questions:

1.Does emotion delay the negotiation process, or prevents parties from reaching an agreement? Why or why not?

2.As a negotiator, what are the benefits of emotion in negotiation?

3.Evaluate some of the strategies for dealing with emotion in negotiation.

The requirements below must be met for your paper to be accepted and graded:

Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.

Use font size 12 and 1” margins.

Include cover page and reference page.

At least 80% of your paper must be original content/writing.

No more than 20% of your content/information may come from references.

Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.

Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.

References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing. A detailed explanation of how to cite a source using APA can be found here (link). Download an example here

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Explanation & Answer

Attached.

Running head: EMOTION IN NEGOTIATION

Emotion in Negotiation
Student’s Name
Institutional Affiliation
Date

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EMOTION IN NEGOTIATION

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1. Do emotions delay the negotiation process, or prevent parties from reaching an
agreement? Why or why not?
Generally, negotiations evoke different emotions including negative emotions such as
anger, fear, anxiety; and positive emotions like joy, interest, gratitude, empathy, and hope.
During negotiations, people can either display their emotions aggressively or passively. In other
times, the emotions can prevent individuals from getting into negotiations to avoid being pushed
or pushing the other parties. As noted by Michael (2014), individuals in the negotiation process,
mainly have the aim of promoting their self-interests, which usually make the emotions to be
more powerful than the facts in determining the direction and results of the negotiations.
Nevertheless, without emotions, it would be hard for parties to resolve significant differences.
Therefore, the positive and negative emotions are what determine whether negotiations will be
delayed or hastened.
On the positive side, emotions may hasten the negotiation process as they make the
parties involved to care about their own interests as well as other people. Emotions like hope and
happiness can enhance parties’ understanding, which improve communication. Additionally,
when people hide negative emotions and make enthusiastic display of emotions, the negotiating
tactics becomes ...


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