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| Title: | Developing Evidence-based Expertise in Emotion Management: Strategically Displaying and Responding to Emotions in Negotiations |
| Author(s): | Potworowski, Georges |
| Other Author(s): | Kopelman, Shirli |
| Keywords: | Negotiations
Emotion
Expert
Teaching |
| Issue Date: | 30-Sep-2007 |
| Abstract: | Adopting a theoretical model of expertise, this paper integrates the nascent literature on emotion in negotiation with the learning sciences literature to suggest how emotion management expertise can be developed. Emotion management expertise requires a negotiator to develop heightened sensitivities to emotional cues and the ability, not only to accurately identify the relevance of emotional dynamics to the negotiation, but also the ability to strategically display one's own emotions and respond to emotions displayed by others. The paper delineates approaches for developing such expertise in the classroom, and identifies directions for future empirical research on emotions in negotiations. |
| Persistent URL (URI): | http://hdl.handle.net/2027.42/56243 |
| Additional Identifiers: | 1099 |
| Department: | Management and Organizations (starting Spring 2004) |
| Appears in Collections: | Ross School of Business - Working Papers Series
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Size | Format | |
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| 1099-Kopelman.pdf | | 198Kb | Adobe PDF | View/Open |
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