The Role of Emotions in Effective Negotiations

Inhaltsverzeichnis (Table of Contents)

• INTRODUCTION
• Aim and Structure of the paper
• INTRODUCTION TO NEGOTIATIONS
• Conflicts - The Cause of Negotiations
• Definition of Negotiation
• Distributive and Integrative Negotiations
• Types of Negotiators
• Hard Bargainers
• Soft Bargainers
• Principled Bargainers - The Harvard Concept
• EMOTIONS
• The Challenge of Defining Emotions
• The Origin of Emotions
• The Appraisal Theory
• Limbic System - The Neuroscience of the Appraisal Theory
• Functions of Emotions
• Motivation
• Communication
• Decision Making
• PERCEIVING EMOTIONS
• The Concept of Emotional Intelligence
• Recognition of Emotions Through Non-Verbal Communication
• The Six Basic Emotions
• Macro Expressions
• Surprise
• Fear
• Happiness and Enjoyment
• Disgust
• Sadness
• Anger
• Subtle Expressions
• Micro Expressions
• UNDERSTANDING EMOTIONS IN THE CONTEXT OF A NEGOTIATION
• Deception and Lies
• Masking Deceit
• The Three Meta-Emotions of a Lie
• Detection Apprehension
• Deception Guilt
• Duping Delight
• Different Personalities Require Different Negotiation Approaches
• The Big Five Personality Traits
• Machiavellianism
• The Influence of Personality on the Negotiation Strategy
• STRATEGIC USE OF EMOTIONS IN NEGOTIATIONS
• The Difference Between Positive and Negative Emotions
• The Classification of Emotional Negotiation Strategies and Tactics
• Strategies to Diminish Negative and Stimulate Positive Emotions
• Emotional Negotiation Preparation
• Mirroring
• Showing Tactical Empathy
• Taking a Break
• Changing the Players or the Place

Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)

This paper explores the role of emotions in effective negotiations. It aims to provide an understanding of how emotions influence negotiation dynamics and how they can be strategically utilized for successful outcomes.

• The influence of emotions on negotiation behavior
• The importance of emotional intelligence in negotiations
• The strategic use of emotions to achieve negotiation goals
• The impact of personality traits on emotional negotiation strategies
• The role of nonverbal communication in detecting and interpreting emotions during negotiations

Zusammenfassung der Kapitel (Chapter Summaries)

The first chapter introduces the paper's aim and structure. Chapter two provides a general overview of negotiations, including conflict resolution, negotiation definitions, and different negotiation styles. Chapter three delves into the concept of emotions, exploring their definition, origin, and functions. Chapter four focuses on perceiving emotions, specifically the concept of emotional intelligence and recognizing emotions through nonverbal communication. Chapter five examines the role of emotions in the context of a negotiation, discussing deception, lies, and the influence of personality traits on negotiation approaches. Chapter six explores the strategic use of emotions in negotiations, highlighting the difference between positive and negative emotions and outlining emotional negotiation strategies and tactics.

Schlüsselwörter (Keywords)

The main keywords of the paper are emotions, negotiation, emotional intelligence, nonverbal communication, deception, personality traits, and strategic negotiation.