The Mindful Negotiator: Strategic Emotion Management and Wellbeing

29 Pages Posted: 20 Jun 2011

See all articles by Shirli Kopelman

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business

Orli Avi-Yonah

University of Michigan at Ann Arbor

Akshaya Varghese

University of Michigan, Stephen M. Ross School of Business

Date Written: June 17, 2011

Abstract

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.

Suggested Citation

Kopelman, Shirli and Avi-Yonah, Orli and Varghese, Akshaya, The Mindful Negotiator: Strategic Emotion Management and Wellbeing (June 17, 2011). IACM 2011 Istanbul Conference Paper, Available at SSRN: https://ssrn.com/abstract=1866504 or http://dx.doi.org/10.2139/ssrn.1866504

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

Orli Avi-Yonah

University of Michigan at Ann Arbor ( email )

500 S. State Street
Ann Arbor, MI 48109
United States

Akshaya Varghese

University of Michigan, Stephen M. Ross School of Business ( email )

701 Tappan Street
Ann Arbor, MI MI 48109
United States

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