Abstract

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The Power of Presence: Strategic Response to Displayed Emotions in Negotiations


Shirli Kopelman


University of Michigan, Stephen M. Ross School of Business

Ilan Gewurz


Consultant

Vera Sacharin


University of Michigan at Ann Arbor

January 2007

Ross School of Business Paper No. 1061
IACM 20TH Annual Conference

Abstract:     
This chapter extends research on strategic display of emotions (Kopelman, Rosette, & Thompson, 2006) and investigates how negotiators can optimize both relational and economic outcomes through strategic response to displayed emotions. First, we consider what information can be gained from observing the emotional display of the other party. Next we review what the negotiation literature suggests one should do when faced with a party displaying emotion. We end by depicting a research program that accounts for both the behavioral tactics a negotiator employs and the personal qualities of the negotiator. We suggest that the recommendations in the existing literature overemphasize tactics and underemphasize the person employing those tactics. We argue that the success or failure of a strategic response to displayed emotions pivots on the responding negotiator's ability to balance strategic tactics with his or her authentic presence.

Number of Pages in PDF File: 32

Keywords: Emotion, Negotiation, Presence

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Date posted: January 4, 2007  

Suggested Citation

Kopelman, Shirli and Gewurz, Ilan and Sacharin, Vera, The Power of Presence: Strategic Response to Displayed Emotions in Negotiations (January 2007). Ross School of Business Paper No. 1061; IACM 20TH Annual Conference. Available at SSRN: http://ssrn.com/abstract=951697 or http://dx.doi.org/10.2139/ssrn.951697

Contact Information

Shirli Kopelman (Contact Author)
University of Michigan, Stephen M. Ross School of Business ( email )
701 Tappan Street
Ann Arbor, MI MI 48109
United States
HOME PAGE: http://www.shirlikopelman.com
Ilan Gewurz
Consultant ( email )
Montreal
Canada
Vera Sacharin
University of Michigan at Ann Arbor ( email )
500 S. State Street
Ann Arbor, MI 48109
United States
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