O'Reilly logo

Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Emotions[2]

[2] Ideas in this section have been strongly influenced by collaboration with Shirli Kopelman, Vicki Medvec, Deepak Malhotra, Ashleigh Rosette, and Vanessa Seiden.

If approach (interests, rights, and power) is the packaging of negotiators' goals, then emotions are the delivery of the package. For example, we can imagine a power-based argument or threat delivered in any of these three ways: calm, cool, and collected; positive and constructive; or negative and heated. Thompson, Medvec, Seiden, and Kopelman (2000) outlined three distinct emotional styles:

  1. Unemotional and rational (i.e., the “poker face” approach)

    Table 5-3. Emotional styles
     RationalPositiveNegative
    FocusConceal or repress emotionCreate positive emotion in other party Create ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required