The Effects of Emotion in Negotiation, and their Management

   

Author:

Jo-Anne Bigham

Citation:

[2008] Asian J Mediation 38

Year:

2008

Type:

Article

Summary:

"The assumption that emotions can easily be swept off the table is not realistic. Even when emotions are repressed, they find expression in non-verbal expressions, tone of voice or constriction in flexibility of offers or concessions. Like energy, emotions cannot be destroyed."
Barbara Gray

No. of pages:

8

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Approval Status:
Approved