With Feeling: How Emotions Shape Negotiation

Recognition of the role played by emotions in negotiation is growing. This article synthesizes current research around four broad themes: moves and exchanges, information processing, social interaction, and context. The authors' review reveals that much of the research on this topic has focused on two key emotions, anger and happiness. More recently, negotiators have turned to other emotions such as guilt and disappointment, demonstrating that not all negative emotions have the same consequences, or activate the same regions of the brain. Focusing on social interaction, the authors note that negotiators may influence each others' emotions: whether negotiators converge to anger or happiness has different consequences for agreement. Researchers have broadened their examination of emotion by considering how external factors such as power, the number of negotiators, culture, and gender influence the impact of emotional expression. The authors also consider the function and impact of expressing authentic emotions, or choosing to use emotions strategically to gain an advantage — an issue that raises important ethical questions for negotiators. The article concludes with some practical implications of the research.     

The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach

Although early research on negotiation focused on cognition and decision‐making processes, recently, negotiation scholars have started to pay attention to the importance of emotion in negotiation and have suggested that emotional intelligence is likely to improve negotiation performance. Few studies, however, have tested the relationship between emotional intelligence and negotiation outcomes. This study contributes by empirically testing the influence of emotional intelligence on specific negotiation outcomes (joint gain, trust between parties, and the desire of parties to work together again) and also examines the mediating effects of rapport. We used a laboratory experimental design with 202 participants to test the hypotheses. We found that a negotiator's emotional intelligence was correlated with his or her counterpart's trust level and desire to work again but had no effect on joint gain. In addition, rapport fully mediated the relationship between emotional intelligence and desire to work again, and between emotional intelligence and trust.     

Introduction: negotiating the promotion of democracy

ABSTRACT

This article makes the case for why we should turn to studying democracy promotion negotiation, outlines the research questions guiding this special issue, identifies overarching findings and summarizes the individual contributions. After outlining the rationale for more attention to the issue of negotiation, which we understand as a specific form of interaction between external and local actors in democracy promotion, we outline three basic assumptions informing our research: (1) Democracy promotion is an international practice that is necessarily accompanied by processes of negotiation. (2) These negotiation processes, in turn, have an impact upon the practice and outcome of democracy promotion. (3) For external democracy promotion to be mutually owned and effective, genuine negotiations between ‘promoters’ and ‘local actors’ are indispensable; the term ‘genuine’ here being understood as including a substantial exchange on diverging values and interests. The article, then, introduces the three research questions for this agenda, concerning the issues on the negotiation table, the parameters shaping negotiation processes, and the results of democracy promotion negotiation. We conclude by presenting an overview of the overarching findings of the special issue as well as with brief summaries of the individual contributions.     

工会“两个普遍”方针对促进我国经济增长方式转变的重要影响

全总提出的“两个普遍”方针,其目标要求是,2011年至2013年,全国企业法人建会率达到90%以上,普遍实现企业法人建会;从2011年起用3年时间,到2013年底80%以上已建工会组织的企业建立工资集体协商制度,基本实现已建工会企业普遍开展工资集体协商.“两个普遍方针”深刻反映了工会工作面临的新形势,这一方针的贯彻实行,对于维护广大劳动者的合法权益、促进我国经济增长方式转变、实现经济发展的持续增长,都具有重大意义.     

Empowering Students to Create and Claim Value through the Thomas–Kilmann Conflict Mode Instrument

In a world of problem‐solving lawyering, principled negotiation, and integrative bargaining, to describe a negotiation as “distributional” may strike some as heretical. Still, we disserve our students if we ignore distributional bargaining altogether. Unfortunately, many law students who are drawn to negotiation classes bring with them a fundamental discomfort with claiming value. Contrary to the stereotypes that attribute aggression and “sharp practices” to lawyers, many law students struggle to become more assertive. The Thomas–Kilmann Conflict Mode Instrument (TKI) is one tool that I have found can help raise students' awareness of, and comfort with, the reflexive responses to conflict that can impede their attempts to claim as well as create value in negotiation. The insights students gain from taking the TKI can be quickly put to use in the next negotiation role play. Although it may help students realize their dominant response to conflict, the TKI highlights that no single approach to negotiation is always best. Thus, the TKI can both encourage the reticent to claim more value in negotiation and suppress the seemingly insatiable appetites for value claiming that drive other students. When administering the TKI, I encourage students to learn at least four major lessons:

• 1 A negotiator has a choice in resolving the dilemma between value claiming and value creating. We are not just stuck with our reflexes.
• 2 Still, it is good to know what our reflexive response to conflict is likely to be so that we are more mindful of the choices as we make them.
• 3 Departing from reflexes requires energy: preparation, planning, mindfulness, and conscious effort.
• 4 Adaptability is desirable. A well‐integrated negotiator might move from one TKI “type” to another as a negotiation progresses.

In this article, I seek to give a very brief overview of the ways I have used the TKI to convey these lessons, increasing students' comfort with, and management of, value claiming. To this end, the article will describe the TKI, explain how I administer and debrief the students' encounter with it, and point out some potential pitfalls of this process.     

Hard Bargaining in the Classroom: Realistic Simulated Negotiations and Student Values

Empirical research into the negotiation practices of lawyers shows that “hard bargaining,” including at least some unethical conduct, is an inescapable fact of a lawyer's life. To prepare students for legal practice, negotiation instructors must expose them to hard bargaining in the classroom. In doing so, however, instructors should be sensitive to the moral and ethical values of their students, so that the classroom experience does not unduly pressure students to compromise their values. The simulation is the primary tool of negotiation instruction. By selecting and manipulating simulations, a negotiation instructor can expose students to a wide range of negotiating behaviors, from distributive negotiations marked by the use of power tactics to value‐creating negotiations in which participants must consider many interests and collaborative strategies predominate. With that flexibility, however, comes the potential for classroom exercises to pressure students, in ways both subtle and overt, to adopt behaviors that feel uncomfortable. In this article, I examine the use of simulations to teach different types of negotiating behavior, including hard bargaining. Referring to a number of widely available simulations, I suggest ways to focus student attention on three dimensions of negotiation behavior — the issues over which the parties are bargaining, the objectives the parties seek, and the tactics the parties use to achieve their objectives — in order to push students to reflect on their own negotiation behaviors and to prepare for the tactics of others. I assess the potential for simulations to pressure students to compromise their values, and I conclude with my own thoughts on the goals of a negotiation course.     

Oslo and Its Aftermath: Lessons Learned from Track Two Diplomacy

Since the collapse of the Oslo peace process and the violence that followed, many scholars have reflected upon the Israeli–Palestinian peace process. Most of this analysis has focused on official negotiations without considering the substantial role that unofficial peace efforts have played in peacebuilding, both prior to and after Oslo. This article, in contrast, seeks to better understand the application of “track two” diplomacy to the Israeli–Palestinian case. It reports on a self‐reflection effort by numerous Israeli–Palestinian peace practitioners to better understand what has worked, what has not, and how new initiatives could be more effectively organized and carried out in the future. The research presented is based on an inventory of seventy‐nine track two projects that occurred between Israelis and Palestinians between 1992 and 2004, personal interviews with many of those who organized and oversaw these projects, and two focus group meetings that brought together a total of forty practitioners. In this article, we seek to better understand two issues: (1) how track two initiatives have changed in scope, organization, and intent; and (2) how track two practitioners have sought to disseminate their work beyond the participants of those initiatives. Our findings present an overall picture of the Israeli–Palestinian second track practice and identify a number of trends and common types of practice. Among the trends we have identified are the following: during the peace process years, more track two initiatives were undertaken with elite/professional participants than with representatives of the grassroots, but in the subsequent decade‐and‐a‐half, Israeli–Palestinian grassroots, track two initiatives gradually replaced senior‐level track two exchanges; most of the grassroots initiatives we studied were relationship focused, whereas those involving elite participants are outcome focused; the track two community subscribes to a set of theoretical propositions about which conditions and contexts facilitate the transmission of track two insights and ideas to the political process, but these propositions have yet to be validated; and track two specialists do little strategic planning about ways to most effectively transfer track two insights and ideas to the political process. Our research also identified four distinct, but not mutually exclusive, approaches to practice: the psychological, the constructivist, the capacity building, and the realistic interest.     

The Day‐to‐Day Life of a Dean: Engaging in Negotiations and negotiations

This article analyzes the negotiating strategies and tactics that proved useful during my eight‐year stint as dean of the New York State School of Industrial and Labor Relations during the 1970s. David Lax and James Sebenius have paved the way with their pioneering work on The Manager as Negotiator. By taking this perspective to the academic setting, I have identified a portfolio of tactics that are helpful in understanding how an administrator operates in a complex environment. The examples presented in this article help flesh out the standard categories of distributive and integrative bargaining as well as forcing and fostering strategies for implementing change.     

中俄跨文化商务交际中的语用失误及对策

跨文化商务交际是跨文化交际学范畴的一个新的研究领域。在跨文化商务交际中,因语用失误导致的交际不适、交际中断和交际冲突会直接或间接地影响商务谈判的效果。从跨文化交际和交际—语用的角度探讨中俄商务活动中的语用失误,可以最大限度地减少误解,增进合作。     

Developing Superior Negotiation Case Studies

While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers tailored advice for producing cases on negotiation and related topics (such as mediation and diplomacy) that are primarily intended for classroom discussion. It describes how to decide whether a negotiation‐related case lead is worth developing and how to choose the perspective and case type most suited to one's objectives. Finally, in by far the longest part of the discussion, it offers ten “nuts and bolts” suggestions for structuring and producing an excellent negotiation case study.