The Mindful Negotiator: Strategic Emotion Management and Wellbeing
University of Michigan - Stephen M. Ross School of Business
University of Michigan at Ann Arbor
The Stephen M. Ross School of Business at the University of Michigan
June 17, 2011
IACM 2011 Istanbul Conference Paper
This paper adopts a positive organizational scholarship lens to examine negotiation theory. Whether focusing on cognitive or social processes, the basic assumptions of most negotiation research are drawn from social exchange theory (Blau, 1964; Emerson, 1976; Homans, 1958; Thibaut & Kelley, 1959), which conceptualizes relationships as economic transactions of material or non-material goods. Building on humanistic psychology (Rogers, 1959, 1961), we suggest that engaging in mindful and strategic emotion management through a process of self-narration (Kopelman, Chen, & Shoshana, 2009) enables negotiators to develop positive regard for the self and others. Our framework suggests that negotiating mindfully will improve instrumental outcomes and wellbeing.
Number of Pages in PDF File: 29working papers series
Date posted: June 20, 2011
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