Biblioteca de Negociação

Treinamento para reconhecer emoções, desenvolvido por Paul Ekman, baseado na identificação de micro expressões faciais. Tem grande utilidade para negociadores e profissionais que atuam com atendimento ao público. Website em inglês.
Facial Expressions Trainng…

SSRN – How do emotions affect the opponent’s behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1 participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry opponent made lower demands and larger concessions than did participants [...]

SSRN – This experiment focused on the effects of strategic negative emotion in negotiation. Dyads engaged in more argumentation, threats, and rejections when one member adopted a negative rather than positive emotional strategy. In terms of outcomes, strategic negative negotiators achieved higher outcomes than their partners, whereas strategic positive negotiators achieved lower outcomes than their [...]