Negotiation - Organizational Behavior and Human Decision Processes

Running head: NEGOTIATION
NEGOTIATION
Name of the Student
Name of the University
Author Note

1NEGOTIATION
Question 1
If an individual is not able to control his or her emotions then such an instance may give
rise to four obstacles. The obstacles are as follows:-
 Excitement may result in the over-estimation of the chances regarding success.
 Anxiety in relation to the personal life may affect the business decisions.
 If feelings relating to sadness are present then it may result in lack of potential and one
may settle because of such lack in potential.
 Embarrassment and anger may give rise to rash and hasty decisions.
Therefore, emotions should be balanced, which result in logical and rational decisions (Brett
and Thompson 2016).
Question 3
Negotiation is considered to resolve the conflicts or the differences between various
people. It is very important to show appreciation during negotiation as such would encourage the
individuals to listen to the others and try to settle the disputes. These would also encourage and
motivate the individuals to understand the needs and the purposes of the others along with their
interests. It would be necessary to show appreciation even if one party is angry or overly
emotional because such would help them calm down and reach to a conclusion. This would help
in building meaningful and strong inter personal relationships by using the Win-Win Approach
(Fells and Sheer 2019).

2NEGOTIATION
Question 4
Dealing with tough negotiation tactics building affiliation is necessary as such would help
or assist in creating a strong bond. This would in turn require intelligence capacities and self-
management techniques which would help in making the negotiations better. If an individual in a
negotiation becomes considerate to the other person’s needs then such would be easier to
negotiate as they would be able to come to a conclusion. For example, if an individual has gone
through a deaf school it does not mean that the other person need to give in to the arguments of
that individual but can be considerate enough to find a middle found to reach an agreement
(Ting-Toomey 2017).

3NEGOTIATION
References
Brett, J. and Thompson, L., 2016. Negotiation. Organizational Behavior and Human Decision
Processes, 136, pp.68-79.
Fells, R. and Sheer, N., 2019. Effective negotiation: From research to results. Cambridge
University Press.
Ting-Toomey, S., 2017. Identity negotiation theory and mindfulness practice. In Oxford
Research Encyclopedia of Communication.