Overview
This lecture covers the role of mood and emotion in negotiation, introduces conflict styles, and emphasizes self-reflection and adaptability in conflict situations.
Mood, Emotion, and Negotiation (Chapter 6, Licki Text)
- Positive emotions usually improve negotiation outcomes and lead to smoother processes.
- Negative emotions like anger can play an important role, especially in deep-seated conflicts.
- Emotions—both positive and negative—significantly influence negotiation dynamics and dispute resolution.
- The reading summarizes key research on emotional impact in negotiation processes.
Conflict Styles and the Dual Concerns Model (Shell Reading)
- The Thomas-Kilmann Conflict Mode Instrument (TKI) assesses individual conflict style tendencies.
- The Dual Concerns Model considers concern for self versus concern for others, leading to five behavioral conflict styles.
- Conflict styles are influenced by personal, gender, and cultural differences.
- The five conflict modes demonstrate tendencies but are not fixed; adaptability is key.
- Self-reflection on conflict style is more important than rigidly adhering to one style.
- Adaptability in conflict style allows more effective engagement depending on context and negotiation partner.
Key Terms & Definitions
- Negotiation — a process where parties discuss to reach a mutually agreed-upon solution.
- Positive Emotion — feelings like happiness or optimism that tend to improve negotiations.
- Negative Emotion — feelings such as anger or frustration, which can shape negotiation outcomes, sometimes positively.
- Conflict Style — an individual's habitual approach to handling conflict.
- Dual Concerns Model — a framework balancing concern for self and others to classify conflict styles.
- Thomas-Kilmann Instrument (TKI) — a tool to identify personal conflict mode tendencies.
Action Items / Next Steps
- Read the assigned chapters on mood, emotion, and conflict styles.
- Complete the Thomas-Kilmann Conflict Mode Instrument (TKI).
- Reflect on your own conflict style and consider how you can adapt it in different negotiation situations.