Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?
A)The behavioral manifestation of felt emotions
B)Negative emotions directed at the counterparty
C)Carefully designed emotional displays orchestrated to take the counterparty off guard
D)Talking about the counterparty behind their back

Question

Quizplus · Accepted Answer

Strategic emotion refers to the intentional and carefully planned display of emotions during negotiations. It is aimed at influencing the counterparty's emotions and perceptions to gain an advantage in the negotiation. This may include showing excitement or disappointment, using humor or flattery, or even feigning anger or frustration to manipulate the other party's emotions. The goal is to create a more favorable bargaining position without compromising the negotiator's credibility or integrity. Options A and B refer to general emotional displays, while option D involves unethical behavior and is not relevant to strategic emotion in negotiations.

Regarding the Emotions and Emotional Knowledge That Can Influence Negotiations,what