October 2000
Intermediate to advanced
378 pages
14h 47m
English
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Emotions[2]
[2] Ideas in this section have been strongly influenced by collaboration with Shirli Kopelman, Vicki Medvec, Deepak Malhotra, Ashleigh Rosette, and Vanessa Seiden.
If approach (interests, rights, and power) is the packaging of negotiators' goals, then emotions are the delivery of the package. For example, we can imagine a power-based argument or threat delivered in any of these three ways: calm, cool, and collected; positive and constructive; or negative and heated. Thompson, Medvec, Seiden, and Kopelman (2000) outlined three distinct emotional styles:
Unemotional and rational (i.e., the “poker face” approach)
Table 5-3. Emotional styles Rational Positive Negative Focus Conceal or repress emotion Create positive emotion in other party Create ...
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