Assignment:
PART A
Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiation (150 Words)
Read Sinaceur, M., Van Kleef, G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: Is communicating anger or threats more effective in negotiation? Journal of Applied Psychology, 96(5), 1018-1032.
• Are threats or anger more effective in negotiation?
• Please discuss the authors' findings on the issue, and provide your own input based on the experience.
PART B.
Emotion in Negotiation (3 Pages)
Conduct a light research on the role of emotion in negotiation process, and the effect it has on the outcome of the negotiation. In your essay, try to answer the following the questions:
1. Does emotion delay the negotiation process, or prevents parties from reaching an agreement? Why or why not?
2. As a negotiator, what are the benefits of emotion in negotiation?
3. Evaluate some of the strategies for dealing with emotion in negotiation.
PART C (300 Words)
Briefly describe your topic and data set. Write aanalysis of this data and how it might help your hypothetical workplace. Try to incorporate concepts from the course in your analysis.