Understanding the Role Emotions Play in Negotiation
Understanding the Role Emotions Play in Negotiation
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<Tab/>Fisher and Ury (1991) state that in negotiation "feelings may be more important than talk." The authors go on to describe how in the Middle East emotions of both the Israelis and Palestinians are intense, because of how one perceives the other as a threat to their existence. These powerful emotions make even what seem to be a simple …
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…other party, and the overall situation, you are left to blindly choose a style and hope that it is the correct one.
References
Fisher, R., & Ury, W. (1991). Getting to Yes: Negotiating Agreement Without Giving In.
Goleman, Daniel. (1995). Emotional Intelligence: Why it can matter more than IQ.
Goleman, Daniel. (1998). Working with Emotional Intelligence.
Shell, G. (1999). Bargaining for Advantage: Negotiation Strategies for Reasonable People
Thompson, L. (2004). The Mind and Heart of the Negotiator, 3rd Edition.
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