ORGS 4560 Chapter Notes -Intensify, Nibble, Michael Ovitz
26 Oct 2013
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Emotions in negotiation: how to manage fear and anger. Adler, r. s. , rosen, b. and silverstein, e. m. (1998), emotions in negotiation: how to manage fear and anger. Intense emotions often trigger intense and, at times, irrational behaviour: ex. Winner gets the dollar, and the 2nd highest bidder must still pay their bid. Often enough, the bid goes much higher than the prize of the dollar. In the end, in the spirit of winning, usually the winner of the bid looks as upset as the loser. Anger and a reluctance to lose face overwhelm rational faculties during the auction. Sanitize the process by eliminating emotions and their potentially strong effects. At some level, one must simply feel in order to experience an emotion because words cannot capture the sensation. Emotions play a central and at times, dominant role in our lives for good reasons.
