Terms
What are feelings triggered by the negotiation itself?
Integral Emotions
You just watched your favorite team lose the super bowl. Now you must decide on boarding schools for your child. Is your judgement affected?
Yes, even if you don't think it is the emotional hangover
This fact of both parties to agree ahead of time that they will individually and privately justify their decision processes to an impartial audience is called what?
Accountability
A negotiator’s emotional state is unrelated to the negotiation at hand
Incidental Emotion
What other types of feelings can carry over?
Thanks for your great answers.
When you can label the source of an incidental emotion and diminish the effect if it is called? "R &D"
Recognize and Defuse
What is the effect of an incidental emotion on a negotiation called?
Emotional Hangover
What feeling do we perceive as threatening, competent, powerful, and dominant?
Anger
This a tactic to use to let the anger subside in a negation to have a more chilled interaction.
Cooling-off Period