Extrait
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
Fin de l'extrait de 18 pages
- Citation du texte
- Maximiliane Gläsle (Auteur), 2014, The effect of emotion on negotiations, Munich, GRIN Verlag, https://www.grin.com/document/278453
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