Describe the Role That Emotions Can and Should Take in Negotiation.How

question 28

Essay

Describe the role that emotions can and should take in negotiation.How should a person prepare emotionally for an upcoming negotiation?

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Definitions:

Personal Characteristics

Individual attributes, including personality traits, habits, and physical features, that define or distinguish one person from another.

Fundamental Attribution Error

The tendency to overestimate the effect of disposition or personality and underestimate the effect of situation in explaining social behavior.

Situational Factors

External influences that affect an individual's behavior and decision-making process in various environments.

Individual Factors

Personal attributes or characteristics that can influence behavior, decisions, and outcomes.