Emotions in Negotiation: How to Manage Fear and Anger |
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| Authors: | Adler Robert S. Rosen Benson Silverstein Elliot M. |
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| Affiliation: | (1) Chapel Hill, N.C, 27599-3490;(2) Chapel Hill, N.C, 27599-3490;(3) Director of psychology at Dorothea Dix Hospital, Raleigh, N.C. and adjunct professor at the, University of North Carolina Law School, USA |
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| Abstract: | ![]()
When emotions run amok, negotiators lose perspective and make serious mistakes or perform poorly. The authors describe emotions, explore their origins, detail their physiology, demonstrate their key role in human behavior (particularly in negotiation), and propose a series of recommendations for dealing with fear and anger, two critical emotions in negotiations. |
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