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EMOTIONS IN NEGOTIATION : THE INTERPERSONAL EFFECTS OF ANGER AND HAPPINESS.

THERE ARE PROBABLY AS MANY DEFINITIONS OF EMOTION AS THERE ARE RESEARCHERS INTERESTED IN THE TOPIC.

IN CONCEPTUALIZING THE ROLE OF EMOTIONS IN NEGOTIATION, IT IS USEFUL TO MAKE A DISTINCTION BETWEEN INTRAPERSONAL EFFECTS AND INTERPERSONAL EFFECTS.

  • INTRAPERSONAL EFFECTS REFER TO THE INFLUENCE OF A NEGOTIATOR’S EMOTIONS ON THE OTHER NEGOTIATOR’S BEHAVIOR :
  1. THE NEGOTIATOR’S OWN POSITIVE AFFECT HAS BEEN SHOWN TO INCREASE CONCESSION MAKING, STIMULATE CREATIVE PROBLEM SOLVING, INCREASE JOINT GAINS, INCREASE PREFERENCES FOR COOPERATION, REDUCE THE USE OF CONTENTIOUS TACTICS, AND INCREASE THE USE OF COOPERATIVE NEGOTIATION STRATEGIES.
  2. NEGATIVE AFFECT HAS BEEN SHOWN TO DECREASE INITIAL OFFERS, DECREASE JOINT GAINS, PROMOTE THE REJECTION OF ULTIMATUM OFFERS, INCREASE THE USE OF COMPETITIVE STRATEGIES, AND DECREASE THE DESIRE TO WORK TOGETHER IN THE FUTURE.

THUS, ALL PREVIOUS STUDIES ON EMOTION IN NEGOTIATION HAVE SHOWN QUITE CONSISTENTLY THAT NEGOTIATORS EXPERIENCING POSITIVE AFFECT TEND TO BE MORE COOPERATIVE AND CONCILIATORY, WHEREAS NEGOTIATORS WHO ARE IN A NEGATIVE AFFECTIVE STATE TEND TO BE MORE COMPETITIVE AND RELUCTANT TO MAKE CONCESSIONS.

CONFLICT IS A UBIQUITUS FEATURE OF SOCIAL LIFE, PERVADING SOCIAL INTERACTIONS AND INFLUENCING PEOPLE’S BEHAVIOR THROUGHOUT ALL LEVELS OF SOCIETY.

OUR  10 RECOMMENDATIONS :

  1. NEVER INSULT  AN ALLIGATOR UNTIL AFTER YOU’ VE CROSSED THE RIVER OR « IF YOU SHOOT, SHOOT TO KILL « ( – J. EDGAR HOOVER).
  2. WHEN YOU FIND YOU DON’T LOVE YOUR JOB, LOOK FOR ANOTHER- ALTERNATIVELY, ALWAYS BE WORKING ON YOUR NEXT PROMOTION.
  3. PEOPLE WHO MAKE BUSINESS DECISIONS WITH THEIR HEARTS USUALLY END UP WITH HEART DISEASE.
  4. IT IS NOT THE PEOPLE YOU FIRE WHO MAKE YOUR LIFE MISERABLE, IT ‘S THE ONES YOU DON’T.
  5. A GOOD DRIVER KNOWS WHEN TO PUT THE PEDAL TO THE METAL AND WHEN TO HIT THE BRAKES OR DON’T SHOOT THE MESSENGER; GIVE HIM A LETTER-BOMB TO TAKE BACK.
  6. ATTACKS MUST BE ANSWERED. AN ASSERTION UNANSWERED IS AN ASSERTION AGREED TO.
  7. NEGOTIATE FROM STRENGTH.
  8. ANALYZE THE FACTS BEFORE MAKING KEY DECISIONS.
  9. NEVER COMPROMISE YOUR INTEGRITY.
  10. SUE FIRST.

FOR FURTHER READINGS ON SUBJECT : PUBLICATIONS FROM THE AMERICAN PSYCHOLOGICAL ASSOCIATION – WASHINGTON DC – USA, « THE INTERPERSONAL EFFECTS OF ANGER AND HAPPINESS IN NEGOTIATIONS BY GERBEN A. VAN KLEEF, CARSTEN K.W. DE DREU, AND ANTONY S.R. MANSTEAD- UNIVERSITY OF AMSTERDAM.

PHLDUCX – PUBLISHER AND EXECUTIVE EDITOR -

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