business negotiation-1
TRANSCRIPT
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MGTS7310 Business
Negotiation
Fangcheng Yuan 43334458Stephanie Saxton 41166392Sebastian Selvarajan 44231684Hou Ying 43798416Anisha Mandhana 43654192
The Power Of Emotions In Negotiation
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Outline
• Emotions- Concept and affect on Negotiation
• Role play• Positive Emotions• Negative Emotions• Strategic Use of Emotions• Recommendations to handle
Emotions• Conclusion
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Emotions and Feelings
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Emotional Intelligence“the ability to monitor one’s own and others feelings and emotions, to discriminate among them and to use this information to guide one’s thinking and actions”
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Scene 1
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Scene 2
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Positive Emotions
Different terms Closely related to power
Facilitates integrative negotiation
Reduced contentious tactics
Leads to improved workplace outcomes
ContagiousAffect infusion model
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Positive Consequences
Results in Integrative Negotiation
Process
Creates positive attitude
Promotes Persisten
ce
Set the stage for
successful subsequen
t negotiatio
ns
Positive Emotions
Aspects
Fair procedure
s
Favorable Social
Comparisons
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Positive Emotions can also lead to Negative
Outcomes
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Negotiation Process
Competitive Mindset Impasse
The prospect
of beginning negotiatio
n
Negative Emotions
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Negative Emotions
Defining the situation as
competitive or distributive
Cannot analyze situation
accurately, affects outcomes
Escalating the conflict
Retaliating, thwart integrative outcomes
Negative Consequences
Consequences
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How anger influences negotiating performance?
Affects Value claiming and creation
Angry negotiators feel more focused and assertive
Leads counterparts to be intransigent due to reduced trusts
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Strategic Emotion How to use emotion as a strategy in
negotiations?
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• Attention individual differences • Exercise emotional control • Engage in emotion work
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On-demand emotional expression
Emotional
intelligence
Self-monitor
ing
Self-regulati
on
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Assesses the need for specific emotions
Plans for the display of such emotions
Executes the plan with appropriate expressive behavior
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A strategic negotiator..
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Manipulations of strategic emotion display Developing different bargaining stylesPositive
Bargaining style
• Positive• Avoid hostility• Create positive
relationships
• Reframe “you against me” to “we”
Resolute bargaining
style• Negative• Be persistant
and committed to beliefs
• Begin with extreme positions
• Employ negative reinforcements
• Be tough
Rational Bargaining
style• Neutral• Control
emotions’ display
• Be professional• Think logically• Make rational
strategic decisions
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AnalysisScene 1- Anger
employed to gain short term
gainsPossible outcomes- raise+ poor relations- No raise+ poor relations
Scene 2- Employee showed
emotional intelligence, moved to a
positive frame- Positive language employed- Integrative approach- Different options discussed
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Recommendations
• Manage the opponents emotion
• Take time out or reschedule the meeting
• Focus on integrative negotiation approach
• Acknowledge negative emotion
• Focus on the objective
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Conclusion• Neutral Emotion is not necessarily
the best way to manage Emotions
• Employ Positive Emotions for integrative or Win-win outcomes
• Negative Emotions usually result in distributive negotiation outcome
• Negative Emotions may be used for short-term benefits
• Use Emotional intelligence during negotiation
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Reference ListBoehm, J. K., & Lyubomirsky, S. 2008. Does happiness promote career success? Journal of Career Assessment, 16(1): 101-116.
Carnevale, P. J. D., & Isen, A. M. 1986. The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational behavior and human decision processes, 37(1): 1-13.
Druckman, D., & Olekalns, M. 2008. Emotions in negotiation. Group Decision and Negotiation, 17(1): 1-11.
Forgas, J. P. 1994. The role of emotion in social judgments: An introductory review and an affect infusion model (AIM). European Journal of Social Psychology, 24(1): 1-24.
Forgas, J. P. 1995. Mood and judgment: The affect infusion model (AIM). Psychological bulletin, 117(1): 39-66.
Kleef, G., Pietroni, D., Rubaltelli, E., & Rumiati, R. 2009. When happiness pays in negotiation. Mind and Society: Cognitive Studies in Economics and Social Sciences, 8(1): 77-92.
Kopelman, S., Rosette, A. S., & Thompson, L. 2006. The three faces of eve: Strategic displays of positive, negative, and neutral emotions in negotiations. Organizational behavior and human decision processes, 99(1): 81-101.
Lewicki, R. J., Barry, B., & Saunders, D. M. 2015. Negotiation: Readings, exercises and cases (Seventh ed.). New York, NY: McGraw-Hill.
Li, S. 2005. Strategic emotion in negotiation: The use and consequences of positive and negative emotionsProQuest Dissertations Publishing.
Olekalns, M., & Druckman, D. 2014. With feeling: How emotions shape negotiation: Emotion in negotiation. Negotiation Journal, 30(4): 455-478.
Tsay, C., & Bazerman, M. 2012. The psychology of negotiations in the 21st century workplace.
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