Under the Influence : Emotional Hangovers

Terms

100

What are feelings triggered by the negotiation itself?

Integral Emotions

200

A negotiator’s emotional state is unrelated to the negotiation at hand

Incidental Emotion

300

What is the effect of an incidental emotion on a negotiation called?

Emotional Hangover

Feelings

100

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

200

What other types of feelings can carry over?

Thanks for your great answers.

300

What feeling do we perceive as threatening, competent, powerful, and dominant?

Anger

Avoiding that hangover

100

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 

200

When you can label the source of an incidental emotion and diminish the effect if it is called? "R &D"

Recognize and Defuse

300

This a tactic to use to let the anger subside in a negation to have a more chilled interaction. 

Cooling-off Period