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The effect of emotion on negotiations


Seminar Paper, 2014

18 Pages, Grade: 1,3


Excerpt


Table of contents

List of Figures

1. Introduction
1.1. Structure of the paper

2. Creating and influencing the negotiation environment
2.1. Personality traits
2.2. Emotional intelligence
2.3. Emotional trigger points

3. Strategic application of emotions in negotiations
3.1. Exploitative manipulation through expressing negative emotions
3.2. Proactive stimulation of positive emotions
3.3. Techniques to diminish strong negative emotions
3.3.1. Taking a break
3.3.2. Naming – Signalizing the recognition of the move
3.3.3. Adjourn – Putting the concern aside, refocusing on the problem

4. Summary and Outlook

Bibliography

Appendix

Excerpt out of 18 pages

Details

Title
The effect of emotion on negotiations
College
Catholic University Eichstätt-Ingolstadt  (WFI School of Management)
Course
Effective Meetings and Negotiations
Grade
1,3
Author
Year
2014
Pages
18
Catalog Number
V278453
ISBN (eBook)
9783656726920
ISBN (Book)
9783656726890
File size
538 KB
Language
English
Keywords
Meetings, Verhandlungen, Negotiations, negotiation behavior
Quote paper
Maximiliane Gläsle (Author), 2014, The effect of emotion on negotiations, Munich, GRIN Verlag, https://www.grin.com/document/278453

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