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Gambits to Look Out for

In: Business and Management

Submitted By dwrig2015
Words 733
Pages 3
Discuss the critical behaviors that you should be mindful of during the negotiating process with the industry members in the scenario. Justify your response. A negotiation process generates one of four emotions, 1) pride-achievement, 2) gratitude, 3) guilty-shame, and 4) anger. The effect of the negotiator’s behavior is mediated by social motive. It is important to control emotions during a negotiation because it will influence the outcome. Negotiator's appraised a negotiation by using two main criteria’s: valence (success and failure) and agency (self or other), these are part of the cognitive behavior. Positive and negative moods interpret mood influences when planning a negotiation strategy, and bargaining tactics that are mediated by the negotiator. Pride-achievement and gratitude are positive emotions related to competitive behavior. Gratitude positively relates to collaborative motive, and not competitive motive. Negative emotion, anger increases the competitive behavior and guilt-shame decreases collaborative motive. It is critical for the negotiator to do research on the opponent because it helps the negotiator set the tone of the negotiation. It is important not to let one emotion overtake the other as it can jeopardize the outcome of the deal. Negotiators that want to increase the integrative behavior of the other party will evoke the altruistic motives in them. This will make them feel happy or grateful. However, this tactic should be used with caution as it could increase the other party’s competitiveness. The negotiator should prevent the other party from getting angry; this will keep the negotiation going and avoid deadlocks, impasses or stalemates. Behavioral moods are critical with any negotiation, as they indirectly influence the process and outcomes of the deal (2006, Butt and Choi).
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