Developing Evidence-based Expertise in Emotion Management: Strategically Displaying and Responding to Emotions in Negotiations

Deep Blue Home

Show simple item record

dc.contributor.author Potworowski, Georges
dc.contributor Kopelman, Shirli
dc.date.accessioned 2007-10-10T14:28:41Z
dc.date.available 2007-10-10T14:28:41Z
dc.date.issued 2007-09-30
dc.identifier 1099 en_US
dc.identifier.uri http://hdl.handle.net/2027.42/56243
dc.description.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. en_US
dc.format.extent 203157 bytes
dc.format.mimetype application/pdf
dc.subject Negotiations en_US
dc.subject Emotion en_US
dc.subject Expert en_US
dc.subject Teaching en_US
dc.subject.classification Management and Organizations (starting Spring 2004) en_US
dc.title Developing Evidence-based Expertise in Emotion Management: Strategically Displaying and Responding to Emotions in Negotiations en_US
dc.type Working Paper en_US
dc.subject.hlbsecondlevel Economics en_US
dc.subject.hlbtoplevel Business en_US
dc.contributor.affiliationum University of Michigan en_US
dc.contributor.affiliationumcampus Ann Arbor
dc.description.bitstreamurl http://deepblue.lib.umich.edu/bitstream/2027.42/56243/1/1099-Kopelman.pdf en_US
dc.owningcollname Business, Stephen M. Ross School of - Working Papers Series
 Show simple item record

This item appears in the following Collection(s)


Search Deep Blue

Browse by

My Account

Information

Coming Soon


MLibrary logo