Emotions in Negotiation: How to Manage Fear and Anger

Emotions in Negotiation: How to Manage Fear and Anger,10.1111/j.1571-9979.1998.tb00156.x,Negotiation Journal,Robert S. Adler,Benson Rosen,Elliot M. Si

Emotions in Negotiation: How to Manage Fear and Anger   (Citations: 32)
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When emotions run amok, negotiators lose perspective and make serious mistakes or perform poorly. The authors describe emotions, explore their origins, detail their physiology, demon- strate their key role in human behavior (particularly in negotiation), and propose a series of recommendations for deal- ing with fear and anger, two critical emotions in negotiations. A Few incidents better illustrate the magnitude of emotions run amok than the gruesome image of Mike Tyson biting off a portion of Evander Holyfield's ear in the midst of a heated championship boxing match. Although most of us are unlikely to enter a boxing ring, we all face, at different times and in a variety of circumstances, intense stress not unlike that felt by pugilists. For many people, high-stakes negotiation feels, in a psychological sense, like entering the ring for fifteen rounds. That is, they encounter an array of intense emotions — from fear to exhilaration to anger — in anticipation of and during the negotiation.
Journal: Negotiation Journal - NEGOTIATION J , vol. 14, no. 2, pp. 161-179, 1998
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