MGMT1135 Final: MGMT1135_ HOW INDIVIDUAL DIFFERENCES INFLUENCE NEGOTIATIONS
Document Summary
Moods and emotions influence negotiation, and the way they work depends on the emotion and the context. A negotiator who shows anger generally induces concessions. Show anger in negotiations only if you have at least as much power as your counterpart. If you have less, showing anger actually seems to provoke hardball" reactions from the other side. Faked" anger, or anger produced from so-called surface acting, isn"t effective, but genuine anger (so-called deep acting) is. A negotiator who perceives disappointment from his or her counterpart concedes more because disappointment makes many negotiators feel guilty. People generally negotiate more effectively within cultures than between them. In cross-cultural negotiations, it is especially important that the negotiators be high in openness. As emotions are culturally sensitive, negotiators need to be especially aware of the emotional dynamics in cross-cultural negotiation. Men tend to place a higher value on status, power, and recognition. Women tend to place a higher value on compassion and altruism.
