Anger in Negotiations: a Review of Causes, Effects, and Unanswered Questions David A
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The Effect of Emotional Intelligence on Negotiation Behaviour
The Effect of Emotional Intelligence on Negotiation Behaviour Author: Lara Reppert University of Twente P.O. Box 217, 7500AE Enschede The Netherlands ABSTRACT, Emotional intelligence (EI) and negotiation behaviour are both a growing body of research. Nevertheless, the effect of emotional intelligence on negotiation behaviour by purchasers received little attention in past literature. Hence, there is less known about the relationship between both topics combined. The positive influence of emotional intelligence on leadership effectiveness, job performance and workplace outcomes is proven. Also, negotiations are taking up an important role in conducting B2B transactions due to being an essential element of organisational buying firms. Therefore, the question arises if there is a connection between emotional intelligence and negotiation behaviour. The purpose of this study is to tackle the gap of both fields combined and to explore whether there is a relationship. Thus, qualitative data in the form of semi-structured interviews of 19 purchasers was collected where ten were chosen for the analysis based on their emotional intelligence score through the Gert- s. It has been found that participants with a lower EI use ‘compromise’ and participants with a higher EI use ‘soft competition’ negotiation behaviour. Although it is only a slight difference between low and high EI individuals, emotional intelligence has been found to have an impact on the negotiation behaviour used by organisational buyers. Nevertheless, further research is required in order to be able to generalise findings for a practical implication due to limited previous studies. Graduation Committee members: First Supervisor: Dr. Aldis G. Sigurdardottir Second Supervisor: Vincent F. -
The Influence of Emotional States on Short-Term Memory Retention by Using Electroencephalography (EEG) Measurements: a Case Study
The Influence of Emotional States on Short-term Memory Retention by using Electroencephalography (EEG) Measurements: A Case Study Ioana A. Badara1, Shobhitha Sarab2, Abhilash Medisetty2, Allen P. Cook1, Joyce Cook1 and Buket D. Barkana2 1School of Education, University of Bridgeport, 221 University Ave., Bridgeport, Connecticut, 06604, U.S.A. 2Department of Electrical Engineering, University of Bridgeport, 221 University Ave., Bridgeport, Connecticut, 06604, U.S.A. Keywords: Memory, Learning, Emotions, EEG, ERP, Neuroscience, Education. Abstract: This study explored how emotions can impact short-term memory retention, and thus the process of learning, by analyzing five mental tasks. EEG measurements were used to explore the effects of three emotional states (e.g., neutral, positive, and negative states) on memory retention. The ANT Neuro system with 625Hz sampling frequency was used for EEG recordings. A public-domain library with emotion-annotated images was used to evoke the three emotional states in study participants. EEG recordings were performed while each participant was asked to memorize a list of words and numbers, followed by exposure to images from the library corresponding to each of the three emotional states, and recall of the words and numbers from the list. The ASA software and EEGLab were utilized for the analysis of the data in five EEG bands, which were Alpha, Beta, Delta, Gamma, and Theta. The frequency of recalled event-related words and numbers after emotion arousal were found to be significantly different when compared to those following exposure to neutral emotions. The highest average energy for all tasks was observed in the Delta activity. Alpha, Beta, and Gamma activities were found to be slightly higher during the recall after positive emotion arousal. -
Trust Affecting on Negotiation Styles
International Journal of Humanities and Social Science Vol. 4 No. 1; January 2014 Trust Affecting on Negotiation Styles Yu-Te, Tu Assistant professor, Department of Business Administration Chungyu Institute of Technology 40, Yi 7th Rd. Keelung Taiwan, 201 Abstract International buyers and sellers have to build a strong relationship based on numerous factors including trust and reliability. Many researchers had linked between negotiation strategy and trust. In general, trust varies by culture but it is not clear whether or not trust varies by culture in particular situations, such as negotiations. A quantitative, exploratory and explanatory study was conducted to assess the relationships between trust and negotiation styles. AMOS software was used to test both the measurement and the structural models that related to the research hypotheses. The result shown trust is a significant factor affecting negotiation styles, and the group of low trust prefers different negotiation styles from the group of high trust. Future study could use a different design to examine other factors posited by the theories, such as ethics, gender, work experience and education, to explore other antecedents on negotiation, and should be conducted in other participants or different regions. Key Words: Trust, Negotiation styles, SEM 1. Introduction International buyers and sellers have to build a strong relationship based on numerous factors including trust and reliability (Tu, 2007). As the number of face-to-face negotiations dramatically increases, business negotiation strategies, styles, and agreements are becoming more important (Kumar, Markeset, & Kumar, 2004). The negotiation process between the buyer and the seller is a very important matter (Neslin & Greenhalgh, 1983), and achieving success in negotiation is one of the most challenging communicative tasks in business (Gilsdorf, 1997). -
Salary Negotiation Notes
Salary Negotiation Notes By Holly A. Schroth Haas School of Business University of California, Berkeley Salary Negotiation Lecture Why don’t people negotiate salary? The three most common reasons that people don’t prior to negotiating, showing you what to expect in negotiate salary are the following: your negotiation and how to answer tough questions. Put too low of a price on skills How to prepare Many people do not negotiate because they don’t know how much they are worth or undervalue their Determine your BATNA skills. By doing some homework and preparing, you Your BATNA is your “best alternative to a will know your value so you will feel confident negotiated agreement”. This is what happens if you negotiating for what you are worth. don’t make a deal; your alternatives. The more alternatives you have, the more leverage you have in Afraid of appearing greedy your present negotiation and the more confident you Most companies expect you to negotiate so they are to push toward your aspiration point (goal) in the leave some room in the agreement to make the offer negotiation. This is your greatest source of power in more attractive. You will not appear greedy by a negotiation. asking for compensation equivalent to your skill set. By gathering information prior to negotiation, you Develop your BATNA will know how much you are worth and what the You should always try to build your BATNA prior to company typically can and will negotiate. negotiating. This may mean soliciting more than one job offer. Your BATNA increases your confidence Afraid of losing an offer in your negotiation and this will directly affect how It is extremely rare that a company will rescind an well you do. -
1 the Development of Empathy: How, When, and Why Nicole M. Mcdonald & Daniel S. Messinger University of Miami Department Of
1 The Development of Empathy: How, When, and Why Nicole M. McDonald & Daniel S. Messinger University of Miami Department of Psychology 5665 Ponce de Leon Dr. Coral Gables, FL 33146, USA 2 Empathy is a potential psychological motivator for helping others in distress. Empathy can be defined as the ability to feel or imagine another person’s emotional experience. The ability to empathize is an important part of social and emotional development, affecting an individual’s behavior toward others and the quality of social relationships. In this chapter, we begin by describing the development of empathy in children as they move toward becoming empathic adults. We then discuss biological and environmental processes that facilitate the development of empathy. Next, we discuss important social outcomes associated with empathic ability. Finally, we describe atypical empathy development, exploring the disorders of autism and psychopathy in an attempt to learn about the consequences of not having an intact ability to empathize. Development of Empathy in Children Early theorists suggested that young children were too egocentric or otherwise not cognitively able to experience empathy (Freud 1958; Piaget 1965). However, a multitude of studies have provided evidence that very young children are, in fact, capable of displaying a variety of rather sophisticated empathy related behaviors (Zahn-Waxler et al. 1979; Zahn-Waxler et al. 1992a; Zahn-Waxler et al. 1992b). Measuring constructs such as empathy in very young children does involve special challenges because of their limited verbal expressiveness. Nevertheless, young children also present a special opportunity to measure constructs such as empathy behaviorally, with less interference from concepts such as social desirability or skepticism. -
Dispute System Design and Bias in Dispute Resolution Lisa Blomgren Amsler Indiana University School of Public and Environmental Affairs, [email protected]
CORE Metadata, citation and similar papers at core.ac.uk Provided by Southern Methodist University SMU Law Review Volume 70 Article 7 Issue 4 ADR Symposium Part 2 of 2 2017 Dispute System Design and Bias in Dispute Resolution Lisa Blomgren Amsler Indiana University School of Public and Environmental Affairs, [email protected] Alexander B. Avtgis [email protected] Michael Scott aJ ckman Indiana University, [email protected] Follow this and additional works at: https://scholar.smu.edu/smulr Part of the Dispute Resolution and Arbitration Commons Recommended Citation Lisa Blomgren Amsler, et al., Dispute System Design and Bias in Dispute Resolution, 70 SMU L. Rev. 913 (2017) https://scholar.smu.edu/smulr/vol70/iss4/7 This Article is brought to you for free and open access by the Law Journals at SMU Scholar. It has been accepted for inclusion in SMU Law Review by an authorized administrator of SMU Scholar. For more information, please visit http://digitalrepository.smu.edu. DISPUTE SYSTEM DESIGN AND BIAS IN DISPUTE RESOLUTION Lisa Blomgren Amsler, Alexander B. Avtgis, and M. Scott Jackman* ABSTRACT This article examines the role of mediator race and gender in perceptions of procedural justice as measure of accountability and representative bu- reaucracy in a national mediation program for complaints of employment discrimination at a large federal organization, the United States Postal Ser- vice. Mediation represents a forum of accountability in which employees may hold an employer accountable for violating federal law prohibiting forms of employment discrimination, in this case, race discrimination, sex discrimination, and sexual harassment. Representative bureaucracy theory suggests passive or symbolic representation when the demographics of public officials should mirror those of the public they serve. -
The Somatic Marker Hypothesis: a Neural Theory of Economic Decision
Games and Economic Behavior 52 (2005) 336–372 www.elsevier.com/locate/geb The somatic marker hypothesis: A neural theory of economic decision Antoine Bechara ∗, Antonio R. Damasio Department of Neurology, University of Iowa, 200 Hawkins Drive, Iowa City, IA 52242, USA Received 8 June 2004 Available online 23 September 2004 Abstract Modern economic theory ignores the influence of emotions on decision-making. Emerging neuro- science evidence suggests that sound and rational decision making, in fact, depends on prior accurate emotional processing. The somatic marker hypothesis provides a systems-level neuroanatomical and cognitive framework for decision-making and its influence by emotion. The key idea of this hypothe- sis is that decision-making is a process that is influenced by marker signals that arise in bioregulatory processes, including those that express themselves in emotions and feelings. This influence can oc- cur at multiple levels of operation, some of which occur consciously, and some of which occur non-consciously. Here we review studies that confirm various predictions from the hypothesis, and propose a neural model for economic decision, in which emotions are a major factor in the interac- tion between environmental conditions and human decision processes, with these emotional systems providing valuable implicit or explicit knowledge for making fast and advantageous decisions. 2004 Elsevier Inc. All rights reserved. Introduction Modern economic theory assumes that human decision-making involves rational Bayesian maximization of expected utility, as if humans were equipped with unlim- ited knowledge, time, and information-processing power. The influence of emotions on * Corresponding author. E-mail address: [email protected] (A. -
Emotion Classification Based on Biophysical Signals and Machine Learning Techniques
S S symmetry Article Emotion Classification Based on Biophysical Signals and Machine Learning Techniques Oana Bălan 1,* , Gabriela Moise 2 , Livia Petrescu 3 , Alin Moldoveanu 1 , Marius Leordeanu 1 and Florica Moldoveanu 1 1 Faculty of Automatic Control and Computers, University POLITEHNICA of Bucharest, Bucharest 060042, Romania; [email protected] (A.M.); [email protected] (M.L.); fl[email protected] (F.M.) 2 Department of Computer Science, Information Technology, Mathematics and Physics (ITIMF), Petroleum-Gas University of Ploiesti, Ploiesti 100680, Romania; [email protected] 3 Faculty of Biology, University of Bucharest, Bucharest 030014, Romania; [email protected] * Correspondence: [email protected]; Tel.: +40722276571 Received: 12 November 2019; Accepted: 18 December 2019; Published: 20 December 2019 Abstract: Emotions constitute an indispensable component of our everyday life. They consist of conscious mental reactions towards objects or situations and are associated with various physiological, behavioral, and cognitive changes. In this paper, we propose a comparative analysis between different machine learning and deep learning techniques, with and without feature selection, for binarily classifying the six basic emotions, namely anger, disgust, fear, joy, sadness, and surprise, into two symmetrical categorical classes (emotion and no emotion), using the physiological recordings and subjective ratings of valence, arousal, and dominance from the DEAP (Dataset for Emotion Analysis using EEG, Physiological and Video Signals) database. The results showed that the maximum classification accuracies for each emotion were: anger: 98.02%, joy:100%, surprise: 96%, disgust: 95%, fear: 90.75%, and sadness: 90.08%. In the case of four emotions (anger, disgust, fear, and sadness), the classification accuracies were higher without feature selection. -
Negotiations and Resolving Conflicts: an Overview Prepared By
Negotiations and Resolving Conflicts: An Overview prepared by Professor E. Wertheim http://www.cba.neu.edu/~ewertheim/ College of Business Administration Northeastern University In a successful negotiation, everyone wins. The objective should be agreement, not victory. Every desire that demands satisfaction and every need to be met-is at least potentially an occasion for negotiation; whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating. Table of Contents Introduction Major Causes of Conflict The Five Modes of Conflict Resolution The Rational vs. the Emotional Aspects of Negotiation Two Kinds of Bargaining: Distributive (win-lose) or Integrative (win-win) Basic Principles of Integrative or Win-Win Bargaining: Planning for the Negotiation Paying Attention to the Flow of Negotiation: Negotiation is a sequence of events, not an incident The "Intangibles" of Negotiation Some "Tricks" Skilled Negotiators Use How Can I Change what seems to be a "win-lose" to a "win-win" situation What if I want to "win" and don't care about the other person's interests? Is it ethical to lie or bluff in negotiation? Summary Appendices Some Types of Negotiators Three Modes of Conflict Resolution: Soft, Hard, and Principles Dealing with Difficult People Principles of Third Person Negotiation ...from Negotiate to Win Krunchlist: mild to inflammatory and responding to krunches A one page evaluation for critiquing your Negotiation Introduction (Suggestion: This guide will be easier to follow if you think about a specific negotiation or conflict situation you have recently been involved in.) In the course of a week, we are all involved in numerous situations that need to be dealt with through negotiation; this occurs at work, at home, and at recreation. -
The Emotion Deception Model: a Review of Deception in Negotiation and the Role of Emotion in Deception Joseph P
Negotiation and Conflict Management Research The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deception Joseph P. Gaspar1 and Maurice E. Schweitzer2 1 Rutgers Business School, Rutgers University, Newark and New Brunswick, NJ, U.S.A. 2 Wharton School, University of Pennsylvania, Philadelphia, PA, U.S.A. Keywords Abstract deception, emotion, ethics, negotiation, trust. Deception is pervasive in negotiations. Negotiations are characterized by information asymmetries, and negotiators often have both opportunities Correspondence and incentives to mislead their counterparts. Effective negotiators need to Joseph P. Gaspar, Department contend with the risk of being deceived, effectively respond when they of Management and Global identify deception, and manage the temptation to use deception them- Business, Rutgers Business selves. In our review of deception research, we integrate emotion School, Rutgers University, 1 Washington Park, Newark, NJ research. Emotions are both an antecedent and a consequence of decep- 07102, U.S.A.; e-mail: tion, and we introduce the emotion deception model (EDM) to represent [email protected]. these relationships. Our model broadens our understanding of deception in negotiations and accounts for the important role of emotions in the deception decision process. On November 16, 1963, Steven Slotkin was born in New York’s Beth-El Hospital. As a result of medical negligence, Steve’s brain was damaged prior to delivery. He was diagnosed with cerebral palsy and was paralyzed, requiring constant care for the duration of his life. The Slotkins filed a malpractice lawsuit (Slotkin v. Beth-El Hospital, 1971) against the hospital and negotiated a settlement. -
Emotion in Conflict and Negotiation: Introducing the Emotions As Social Information (EASI) Model Van Kleef, G.A
UvA-DARE (Digital Academic Repository) Emotion in conflict and negotiation: introducing the emotions as social information (EASI) model van Kleef, G.A. Publication date 2008 Document Version Accepted author manuscript Published in Research companion to emotion in organizations Link to publication Citation for published version (APA): van Kleef, G. A. (2008). Emotion in conflict and negotiation: introducing the emotions as social information (EASI) model. In N. M. Ashkanasy, & C. L. Cooper (Eds.), Research companion to emotion in organizations (pp. 392-404). (New horizons in management). Edward Elgar. General rights It is not permitted to download or to forward/distribute the text or part of it without the consent of the author(s) and/or copyright holder(s), other than for strictly personal, individual use, unless the work is under an open content license (like Creative Commons). Disclaimer/Complaints regulations If you believe that digital publication of certain material infringes any of your rights or (privacy) interests, please let the Library know, stating your reasons. In case of a legitimate complaint, the Library will make the material inaccessible and/or remove it from the website. Please Ask the Library: https://uba.uva.nl/en/contact, or a letter to: Library of the University of Amsterdam, Secretariat, Singel 425, 1012 WP Amsterdam, The Netherlands. You will be contacted as soon as possible. UvA-DARE is a service provided by the library of the University of Amsterdam (https://dare.uva.nl) Download date:27 Sep 2021 Emotion in Conflict and Negotiation 1 Running head: EMOTION IN CONFLICT AND NEGOTIATION Emotion in Conflict and Negotiation: Introducing the Emotions as Social Information (EASI) Model Gerben A. -
The Pros and Cons of Online Dispute Resolution: an Assessment of Cyber-Mediation Websites
THE PROS AND CONS OF ONLINE DISPUTE RESOLUTION: AN ASSESSMENT OF CYBER-MEDIATION WEBSITES Due to increasing use of the Internet worldwide, the number of disputes arising from Internet commerce is on the rise. Numerous websites have been established to help resolve these Internet disputes, as well as to facilitate the resolution of disputes that occur offline. This iBrief examines and evaluates these websites. It argues that cyber-mediation is in its early stages of development and that it will likely become an increasingly effective mechanism for resolving disputes as technology advances. Introduction Online dispute resolution (“ODR”) can take place either entirely or partly online and concerns two types of disputes: those that arise in cyberspace and those that arise offline.1 As Internet usage continues to expand,2 it has become increasingly necessary to design efficient mechanisms for resolving Internet disputes because traditional mechanisms, such as litigation, can be time-consuming, expensive and raise jurisdictional problems.3 Offline disputes, on the other hand, can be addressed with traditional dispute resolution mechanisms supplemented with 1 For a general discussion of the types of disputes that ODR encompasses, see Richard Birke, Louise Ellen Teitz, American Law in a Time of Global Interdependence: National Reports to the XVITH International Congress of Comparative Law: Section II U.S. Mediation in 2001: The Path that Brought America to Uniform Laws and Mediation in Cyberspace, 50 AM. J. COMP. L. 181, at 206-07 (2002); Louse Ellen Teitz Providing Legal Services for the Middle Class in Cyberspace: The Promise and Challenge of On-line Dispute Resolution, 70 FORDHAM L.