Impact of emotions in negotiations

Seminar paper from the year 2017 in the subject Business economics - Miscellaneous, grade: 2.0, University of Kaiserslautern, language: English, abstract: This seminar paper deals with emotions in negotiations. Both the negotiator and the opponent can use emotions in negotiations in order to influence the result to their own advantage. Emotions can be divided into positive, negative and neutral. Within these three types of emotions, there are different emotions that can occur, whereof not all of them has the same impact on the outcome of the negotiation.

Based on a systematic literature analysis, the emotions that can occur within these three types are presented and illustrated. This seminar gives an overview of the impact of the three types of emotions in negotiations and is specifically focused on the positive emotions compassion and happiness, as well as the negative emotions anger, anxiety and sadness. The aim of this work is to compare critically and objectively the different effects of the emotions in negotiations.