Effects of Mood and Emotion in Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is the effect of mood and emotion on negotiations?Negotiations create and are affected by positive and negative emotions. For example, a cognitive assessment of a good outcome leads parties to feel happy and satisfied. Positive emotions generally have positive...

Role of Creativity in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How Does Creativity Affect a Negotiation?Successful negotiation requires a great deal of creativity and problem-solving. Creativity is an ability to ideate upon and come up with approaches or solutions to the issues or conflicts at the heart of the...

Communication in Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is the significance of communication in a negotiation?Negotiation is essentially an exercise in communication. The underlying objective is to use communication techniques to convince, persuade, or alter the perceptions of another. The three most significant...

What is Communicated During a Negotiation?

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is Communicated in a Negotiation?A negotiator communicates her preferences during a negotiation. Selectively relaying preferences can have a powerful influence on the actions of the other party and on outcomes. A communicative framework for negotiation assumes...

Concessions in a Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are concessions or adjustments of the bargaining position?A dependent party’s ability to secure her interests or achieve her objectives in a negotiation depends upon the willingness of the other party to assent to her position (beliefs, principles, desires,...

Assessing the Social Context – Negotiation Strategy

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How do you assess the Social Context when strategically planning a negotiation?A negotiator must understand the social context of the negotiation. Negotiation occurs in a context of rules, such as customs, habits, situations, cultural norms, religious doctrine, laws,...