The Role of Emotions in Effective Negotiations

Nonfiction, Health & Well Being, Psychology, Occupational & Industrial Psychology
Cover of the book The Role of Emotions in Effective Negotiations by Niklas Lochner, GRIN Publishing
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Niklas Lochner ISBN: 9783668412200
Publisher: GRIN Publishing Publication: March 8, 2017
Imprint: GRIN Publishing Language: English
Author: Niklas Lochner
ISBN: 9783668412200
Publisher: GRIN Publishing
Publication: March 8, 2017
Imprint: GRIN Publishing
Language: English

Bachelor Thesis from the year 2016 in the subject Psychology - Work, Business, Organisational and Economic Psychology, grade: 1,0, University of Applied Sciences Aschaffenburg, language: English, abstract: Whether people are bargaining for the price of a flower at the florist's around the corner, a teenager is negotiating about the time he has to be home at night or the German Bayer AG is negotiating a $66bn takeover deal with Monsanto, negotiations happen every day for different reasons. Even though we are negotiating every day, there is still a misunderstanding about negotiations that often jeopardizes the outcome of the negotiation. Most people think that negotiating is a sequence of rational decision processes whereas, as a matter of fact, negotiating involves a dimension that is most often underestimated or ignored: emotions. These might be positive emotions like happiness or negative emotions like disappointment and guilt, but what they all have in common is that they significantly impact negotiations. This lack of awareness about the influence of emotions on negotiations often leads to negotiation strategies that ignore emotions, even though, recognizing and using emotions can significantly improve the negotiation experience and results. Based on the assumption that emotions do influence negotiations, this thesis focuses on the question how different emotions influence the negotiation and which skills and knowledge are necessary in order to improve negotiations through emotional intelligence.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Bachelor Thesis from the year 2016 in the subject Psychology - Work, Business, Organisational and Economic Psychology, grade: 1,0, University of Applied Sciences Aschaffenburg, language: English, abstract: Whether people are bargaining for the price of a flower at the florist's around the corner, a teenager is negotiating about the time he has to be home at night or the German Bayer AG is negotiating a $66bn takeover deal with Monsanto, negotiations happen every day for different reasons. Even though we are negotiating every day, there is still a misunderstanding about negotiations that often jeopardizes the outcome of the negotiation. Most people think that negotiating is a sequence of rational decision processes whereas, as a matter of fact, negotiating involves a dimension that is most often underestimated or ignored: emotions. These might be positive emotions like happiness or negative emotions like disappointment and guilt, but what they all have in common is that they significantly impact negotiations. This lack of awareness about the influence of emotions on negotiations often leads to negotiation strategies that ignore emotions, even though, recognizing and using emotions can significantly improve the negotiation experience and results. Based on the assumption that emotions do influence negotiations, this thesis focuses on the question how different emotions influence the negotiation and which skills and knowledge are necessary in order to improve negotiations through emotional intelligence.

More books from GRIN Publishing

Cover of the book A violação dos direitos humanos sob Salazar no exemplo do Campo de Concentração do Tarrafal by Niklas Lochner
Cover of the book Grenzsoziologie - deutsch-dänische Grenzregion by Niklas Lochner
Cover of the book The United States as a Third Party in the Civil War in Angola by Niklas Lochner
Cover of the book Analysis of Shanghai's Commerce - urbanistic considered by Niklas Lochner
Cover of the book El amor en la imaginación de don Quijote de la Mancha - la invención de la señora Dulcinea del Toboso by Niklas Lochner
Cover of the book An Essay on 'Jacob's Room' by Virginia Woolf by Niklas Lochner
Cover of the book Ardis, its Ardors and Ideologies - Measuring Vladimir Nabokov against Hélène Cixous by Niklas Lochner
Cover of the book Darstellung und Diskussion zu George Herbert Meads 'Die Entstehung des Selbst' by Niklas Lochner
Cover of the book LNG - A Review of Current and Future Markets by Niklas Lochner
Cover of the book Does electronic commerce as a new distribution channel cause disintermediation or reintermediation or both? by Niklas Lochner
Cover of the book Schulische Medienbildung in der Migrationsgesellschaft by Niklas Lochner
Cover of the book Aspects of Americanization in 1920s and 1930s by Niklas Lochner
Cover of the book Work Stress. Why Organisations should focus on it and provide effective examples by Niklas Lochner
Cover of the book Male protagonists and their marital situation portrayed in Katherine Mansfield's 'The Stranger' and 'A Birthday' by Niklas Lochner
Cover of the book The road to war: Manufacturing public opinion in support of U.S. foreign policy goals by Niklas Lochner
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy