The Role Emotions Play in Negotiations

Abstract

“The present study investigated how emotions influence the course of negotiations, including an analysis on how individuals respond when experiencing either negative or positive emotions or both. It also evaluates a list of main emotions, and classify what is known as basic emotions. By exploring different theories which goes from in favour of emotions in negotiation, to the complete opposite views, and also different segments such as gender and cultural background of the disputant parties. It argues for an understanding of how emotions can be used as a strategy during negotiation to reach the outcome expected”