Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations

Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz

Chapter 13 in Negotiation Excellence:Successful Deal Making, 2014, pp 227-239 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Negotiators striving for excellence, whether in business, politics, or family interactions, need to take into account the emotional dynamics they frequently witness and experience as they navigate complex interdependent agreements. This is not always easy as negotiations are challenging social interactions that require strategic analysis of resources being exchanged, sophisticated communication processes between people, and mindful personal engagement…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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