Emotion in Negotiation Conduct a light research on the role of emotion in negotiation process,

This week’s scenario asks us to “Conduct a light research on the role of emotion in negotiation process, and the effect it has on the outcome of the negotiation. In your essay, try to answer the following the questions: Does emotions delay the negotiation process, or prevent parties from reaching an agreement? Why or why not? As a negotiator, what are the benefits of emotion in negotiation? Evaluate some of the strategies for dealing with emotion in negotiation. The Harvard Business Review (EMOTIONAL INTELLIGENCE Negotiating with Emotion authors, Kimberlyn Leary, Julianna Pillemer, Michael Wheeler FROM THE JANUARY–FEBRUARY 2013 ISSUE, link in references below) tells us a couple of stories about negotiations involving emotions, one story tells us “People have strong feelings about negotiation. Sometimes those feelings erupt. The 2011 sale of a $3 million brownstone in New York’s Greenwich Village almost fell apart because of a dispute over an old washing machine that the sellers had removed from the premises two days before the closing. Stephen Raphael, the lawyer for the owners, told the New York Times that it really wasn’t worth fighting over, “but the buyers had already felt pressured to up their offer and to concede many things, and this was the last straw.” At the closing the sellers still refused to replace the machine. One of the buyers ripped up a seven-figure cashier’s check for the balance due, put a match to the scraps, and stomped out of the room. The sellers finally relented and agreed to reduce the price by $300. The brokers found the angry buyer at a nearby bar, nursing a drink. They coaxed him back and the deal was done.” So here it would appear that the anger of the buyer persuaded the seller to lower the price by $300.00 to replace the washing machine. We are also told the following story about e...

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