Emotion in Negotiation APA 1,250+ words with citations

Conduct a light research on the role of emotion in negotiation process, and the effect it has on the outcome of the negotiation. In your essay, try to answer the following the questions:

Does emotion delay the negotiation process, or prevents parties from reaching an agreement? Why or why not?
As a negotiator, what are the benefits of emotion in negotiation?
Evaluate some of the strategies for dealing with emotion in negotiation.

Solution Preview

According to Lewicki, Et al (2011) negotiation is described as a conversation among persons where each person contributes evenly to arrive to a conclusion advantageous to all. Lot of aspects influences the course of conciliation, our emotions being one of the chief aspects. Our mood chooses a lot numerous things. Negotiations over and over again stir up a diversity of emotions, specially anger and fear. Emotions can cause powerful and even illogical behavior, and can cause disagreements to shoot up and negotiations to break down. For that reason, emotions can really avert parties from arriving to an agreement.
This is because fear and anger normally play a negative role in negotiation. Even though other emotions come up at some stage in the course of a negotiation, our experience powerfully advocates that the two that have an effect on negotiations most frequently and most radically are fear and anger.

(1,390 words)