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

dc.contributor.authorPotworowski, Georges A.
dc.contributorKopelman, Shirli
dc.date.accessioned2007-10-10T14:28:41Z
dc.date.available2007-10-10T14:28:41Z
dc.date.issued2007-09-30
dc.identifier1099en_US
dc.identifier.urihttps://hdl.handle.net/2027.42/56243
dc.description.abstractAdopting 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.extent203157 bytes
dc.format.mimetypeapplication/pdf
dc.subjectNegotiationsen_US
dc.subjectEmotionen_US
dc.subjectExperten_US
dc.subjectTeachingen_US
dc.subject.classificationManagement and Organizations (starting Spring 2004)en_US
dc.titleDeveloping Evidence-based Expertise in Emotion Management: Strategically Displaying and Responding to Emotions in Negotiationsen_US
dc.typeWorking Paperen_US
dc.subject.hlbsecondlevelEconomicsen_US
dc.subject.hlbtoplevelBusinessen_US
dc.contributor.affiliationumUniversity of Michiganen_US
dc.contributor.affiliationumcampusAnn Arbor
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/56243/1/1099-Kopelman.pdfen_US
dc.owningcollnameBusiness, Stephen M. Ross School of - Working Papers Series


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