Negotiation - Emotion in Negotiation

Emotion in Negotiation

Emotions play an important part in the negotiation process, although it is only in recent years that their effect is being studied. Emotions have the potential to play either a positive or negative role in negotiation. During negotiations, the decision as to whether or not to settle, rests in part on emotional factors. Negative emotions can cause intense and even irrational behavior, and can cause conflicts to escalate and negotiations to break down, but may be instrumental in attaining concessions. On the other hand, positive emotions often facilitate reaching an agreement and help to maximize joint gains, but can also be instrumental in attaining concessions. Positive and negative discrete emotions can be strategically displayed to influence task and relational outcomes and may play out differently across cultural boundaries.

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Emotion in Negotiation - Problems With Lab Negotiation Studies
... Negotiation is a rather complex interaction ... For this reason most negotiation studies are done under laboratory conditions, and focus only on some aspects ... lab studies have their advantages, they do have major drawbacks when studying emotions Emotions in lab studies are usually manipulated and are therefore relatively ‘cold’ (not intense) ...

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    In the present state we are in, we find such a strong sympathy and union between our souls and bodies, that the one cannot be touched or sensibly affected, without producing some corresponding emotion in the other.... We are not angels, but men cloathed with bodies, and, in some measure governed by our imaginations.
    Laurence Sterne (1713–1768)