THE ROLE OF EMOTIONS AND CULTURE IN NEGOTIATIONS

Unit 2 Discussion The Role of Emotions and Culture in Negotiations
This assessment addresses the following course objective(s):

Define alternative dispute resolution (ADR) procedures.
Define the process of finding solutions to difficult problems.
Identify procedures in resolving disputes while preserving relationships.

Instructions
Answer the following question:
Imagine you are about to negotiate with a competing firm about a possible merger, but will need to combat emotional triggers.
You enter the conference room and find a reasonable and fair representative from the other company, with whom you have had mutually beneficial agreements in the past. You were in a terrible mood from earlier in the morning based on a fender bender you were involved in. As you sit down at the negotiation table, you contemplate the hassle of repairs and insurance claims.
Based on a conference you attended on negotiations, you were told emotions of all types alter our thoughts, behavior, and underlying biology. You would like to ensure your emotions do not affect the outcome of the merger negotiation and resulting agreement.

Discuss the impact of feelings and emotional triggers on decision making at the bargaining table.
Analyze the impact of culture in negotiation proceedings.
Provide a practical example of how emotions and/or culture can impact negotiations.

Please be sure to validate your opinions and ideas with citations and references in APA format.
Please review post and response expectations. Please review the rubric to ensure that your response meets criteria.
Estimated time to complete: 2 Hours