Developing Evidence-based Expertise in Emotion Management: Strategically Displaying and Responding to Emotions in Negotiations
dc.contributor.author | Potworowski, Georges A. | |
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 | https://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 |
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