Essay from the year 2008 in the subject Business economics - Miscellaneous, grade: 1,3, Catholic University Eichstätt-Ingolstadt, 9 entries in the bibliography, language: English, abstract: With day-to-day meetings and constant communication, the modern business world is changing theways of interpersonal interaction. Especially in flat ...

Essay from the year 2008 in the subject Business economics - Miscellaneous, grade: 1,3, Catholic University Eichstätt-Ingolstadt, language: English, abstract: With day-to-day meetings and constant communication, the modern business world is changing theways of interpersonal interaction. Especially in flat hierarchies, negotiations serve an important rolein resolving conflict situations and have become a valuable instrument both for managerial and operationaldecision-making within a corporation. Externally, recurring negotiations with businesspeoplearound the globe have become a standard. Though negotiation skills are highly needed, many peoplerely on their experience from former negotiations and never have thought of using certain strategiesor methods. Few may have read books on strategies in negotiations and apply them in real negotiatingevents such as compensation bargaining, promotions or business meetings. It is becomingincreasingly important to be able to adapt to various negotiation settings, such as differing poweramong participants, external and internal negotiations and short- or long-term negotiations as well.A good negotiator knows what patterns of behavior to induce in others by using emotions as a toolto reach his goal. While there are some promising approaches, which can help to realize increasedjoint gains, many exclude emotions as an important way of carrying information. You may evenfind advice (esp. in the pre-1990s) proposing to avoid the use of emotions, either intrapersonal orinterpersonal. The lack of research in this field has been covered since then and is progressing at ahigh pace. The following essay introduces the most prevalent and important emotions in negotiationsand gives useful tips on how to capitalize on both the negative and positive effects of emotionssuch as fear, anger and envy. This is done both on an intrapersonal as well as an interpersonal level.Ultimately, the EASI model is presented, which provides a universal approach for strategies andtactics regarding emotions which are not necessarily covered here, but also play an important rolein negotiations.