View/Open - University of Zululand Institutional Repository

More documents

Recommendations

Info

Barry and 01iver (1996:136) also make a point that affect experienced during negotiation will have an influence on the later tactics and outcomes. Also if the tactics and experiences change during the negotiation process it will affect what the negotiator is expecting from the opponent's behaviour and the settlement outcome as well as the affect itself. There is an assumption that expectations vary as offers are made and accepted or rejected, and the affected states also change with them. The question is whether original or updated expectations are used to project negotiation outcomes. Barry and Oliver mention only three studies that confirm the use of updated expectations during negotiation: Szajna and Scannell (1993), Zwick, Pieters, and Baumgartner (1995); and Ortinau and Bush (1987). In these experiments the subjects were observed at three different intervals ofa particular period. In the third one the subjects were supplied with "prior information and actual performance of a mock-up product."(Barry and Oliver 1996:136) The results of all these experiments showed that when the subjects' performance was poor in the interim their expectations were lowered and when performance was exceptional the expectations were raised. Also when performance improved emotional states also improved and when perfonnance worsened emotions also became negative. However, when the subjects were told to manipulate their moods through "self-presentation" or "self-control" in order to achieve a certain goal, the moods did not change according to the outcomes or behaviours ofothers. To Barry and Oliver this is true in real negotiation where people may present a pleasant appearance or anger to show resolve. And as negotiation nears settlement the uncertainty is reduced, thus improving the possibility ofpositive affect. 313
AFFECT RELATED To SETTLEMENTS AND OUTCOMES outcomes. Barry and Oliver (1996:136) distinguish between economic outcomes and social AFFECT AS ANTECEDENT TO ECONOMIC OUTCOMES In a previous discussion I made reference to the fact that negotiators can behave competitively or cooperatively, and that cooperative behaviour does not always enhance chances for positive outcomes. Barry and Oliver mention the dual concerns model by Filley (1975) and Rahim (1983) according to which negotiating parties who share moderate levels of concern agree to compromise their joint outcomes. But ifthey share high levels of concern their agreement will be towards maximising their joint outcomes. Concerning the presence or absence of affect Barry and Oliver (1996:137) mention Carnevale and !sen's research (1986) where positive affect which was induced by humorous cartoons and gifts led the negotiating parties to reach "higher joint profit agreements than neutral affect negotiators." With dating and stranger couples where one would expect positive affect the outcome was not an increase in joint profit. To Barry and Oliver (1996:137) these two findings suggest "the influence of affect on economic outcomes may depend on the source of that affect." Higher expectations as well as the same sources of positive affect will, according to research, lead to higher joint outcomes only if both parties experience similar affect states or "affect symmetry." Ifthe positive affect experienced is from a favourable relationship with the negotiator's opponent i.e. relational affect, then the joint outcomes are not as strongly 314
Page 3 and 4:
EXPRESSING EMOTION How emotion is e
Page 5 and 6:
Abstract EXPRESSING EMOTION How emo
Page 7 and 8:
Acknowledgement The NRF for the fun
Page 9 and 10:
Chapter 4 49 The grammatical encodi
Page 11 and 12:
Underlying Factors 135 Scope ofthe
Page 13 and 14:
Distributive And Integrative Negoti
Page 15 and 16:
Imposing Deadlines 288 Using The De
Page 17 and 18:
Chapter 1 INTRODUCTION OF My THESIS
Page 19 and 20:
Chapter 2 ST.HEJ'.lENT OF PROBLEMS
Page 21 and 22:
language; };> An outline will be gi
Page 23 and 24:
Emotions are considered to be react
Page 25 and 26:
exposing people to onions, which ma
Page 27 and 28:
It still has to be resolved whether
Page 29 and 30:
of activity, the overwhelming evide
Page 31 and 32:
Sternberg (1998: 542), Robert Plutc
Page 33 and 34:
pinpointed. Most people feel anxiet
Page 35 and 36:
According to Bulmer (1975) hate is
Page 37 and 38:
Brand and Graves (1994:165) describ
Page 39 and 40:
Primary appraisal, which is about w
Page 41 and 42:
Values and Value Systems Values are
Page 43 and 44:
Sternberg (1998:551) makes the poin
Page 45 and 46:
THE SOCIAL CONSTRUCTlVIST ApPROACH
Page 47 and 48:
RATIONALISATION According to Bulmer
Page 49 and 50:
Bulmer (1975:vi) defines empathy as
Page 51 and 52:
Chapter 4 THE GRAM.\L\TIC\l. ENCODI
Page 53 and 54:
SOCIAL EVENT DEMOTION ACTION RESPON
Page 55 and 56:
from an anthropological point of vi
Page 57 and 58:
symbolic reference is not understoo
Page 59 and 60:
The role ofnouns in the expression
Page 61 and 62:
In the choice ofa vocative Combrink
Page 63 and 64:
Class 3 singular: izimu (an ogre) >
Page 65 and 66:
Titles as vocatives Title vocatives
Page 67 and 68:
"Jy. staan regop en trek in ;ou boe
Page 69 and 70:
THE ROLE OF VERBS IN THE EXPRESSION
Page 71 and 72:
Stre/ende woorde (Soothing words) W
Page 73 and 74:
Eksaljou help. (I shall help you) D
Page 75 and 76:
lsiZulu is said to have nine tone p
Page 77 and 78:
CONCLUSION This chapter I demonstra
Page 79 and 80:
organism to the world through such
Page 81 and 82:
with the latter "the state and what
Page 83 and 84:
(ii) The directive class of speech
Page 85 and 86:
With Intentional states a belief is
Page 87 and 88:
circumstances by those in certain i
Page 89 and 90:
Directives: advising, admonishing,
Page 91 and 92:
negotiation situations. Deterring,
Page 93 and 94:
HI insist that you go to London. "
Page 95 and 96:
deductions. Implications and inclus
Page 97 and 98:
Secondly, there is a modal meaning
Page 99 and 100:
When you permit a person bythe use
Page 101 and 102:
These modals, like must, denote obl
Page 103 and 104:
DISTAl FORMS OF THE ROOT MODAlS Cou
Page 105 and 106:
He will buy a car next year. When s
Page 107 and 108:
(He can play rugby well) Hulle kon
Page 109 and 110:
(You only have to translate the fir
Page 111 and 112:
Werklikheid/ feitelikheid (Realityl
Page 113 and 114:
According to Van Schoor (1982:271)
Page 115 and 116:
MOET (must) is the central auxiliar
Page 117 and 118:
(Will you help me?) Sal jy my nie h
Page 119 and 120:
Chapter 6 EMOTION DURING CONFLICT T
Page 121 and 122:
important to understand human needs
Page 123 and 124:
Self-actualisation needs are the la
Page 125 and 126:
pacts. Mersham and Skinner further
Page 127 and 128:
station or going to a particular ch
Page 129 and 130:
in each other's welfare negotiate,
Page 131 and 132:
The scoping of a conflict is import
Page 133 and 134:
may wish for or fight for the total
Page 135 and 136:
}> How these groups mobilise i.e. i
Page 137 and 138:
perceived goals and interests, cult
Page 139 and 140:
Related to recognizing related disp
Page 141 and 142:
egularly to see which ofthe factors
Page 143 and 144:
eventually engaging in the armed st
Page 145 and 146:
Stereotype-Breaking Action Using di
Page 147 and 148:
that of Cyril Ramaphosa ofthe ANC a
Page 149 and 150:
Mediation is usually successful in
Page 151 and 152:
A mediator can also help the groups
Page 153 and 154:
oth internally and externally. Thes
Page 155 and 156:
this kind of narrative about the So
Page 157 and 158:
ASSESSING YOUR OPPONENT'S POSITION
Page 159 and 160:
SEARCHING FOR HIDDEN MOTIVES It has
Page 161 and 162:
MOTIVATION Motivation and emotion o
Page 163 and 164:
stress levels are still Iow. Andrea
Page 165 and 166:
een violated like when one feels an
Page 167 and 168:
Conflict Mapping Wehr states how th
Page 169 and 170:
another instead of selfishly sticki
Page 171 and 172:
Conflict Intrapersonal Interpersona
Page 173 and 174:
government (KIug 2000:1) This happe
Page 175 and 176:
Conflict transformation also means,
Page 177 and 178:
empowennent or recognition ofoppone
Page 179 and 180:
CONSTRUCTIVE CONFRONTATION Construc
Page 181 and 182:
force in resolving the conflict. Ta
Page 183 and 184:
etain the majority it gained in a p
Page 185 and 186:
CRISIS MANAGEMENT DURING CONFLICT T
Page 187 and 188:
It is advisable to be prepared for
Page 189 and 190:
augment your team and to avoid this
Page 191 and 192:
the factors that modifY the general
Page 193 and 194:
Tuesday, September 30, 1997) Howeve
Page 195 and 196:
e scrutinised as well as the role o
Page 197 and 198:
pre-negotiation is handIed well it
Page 199 and 200:
Third parties or intennediaries als
Page 201 and 202:
epresentatives of the government an
Page 203 and 204:
~ If the surroundings at the neutra
Page 205 and 206:
will take longer. Therefore Fuller
Page 207 and 208:
The agenda for the CODESA negotiati
Page 209 and 210:
elections. After the elections the
Page 211 and 212:
The disadvantage is that some offer
Page 213 and 214:
struggle into dialogue leaving nega
Page 215 and 216:
constituent assembly and an interim
Page 217 and 218:
At level 2 integrative agreement is
Page 219 and 220:
Insecure. Emotional Stability This
Page 221 and 222:
THE EFFECT OF MEMBER PERSONALITY FA
Page 223 and 224:
Barry and Friedman (1998:348) defin
Page 225 and 226:
oute" and the "heuristic or periphe
Page 227 and 228:
persistence of persuasion e.g. "inc
Page 229 and 230:
fact that the people were being kil
Page 231 and 232:
you want them to do and feel comfor
Page 233 and 234:
Samaritan" (Fuller 1991:91) will ne
Page 235 and 236:
that splitting the difference shoul
Page 237 and 238:
The occurrence of violence before a
Page 239 and 240:
person with real power, she is also
Page 241 and 242:
to reason, then you will rather neg
Page 243 and 244:
to be for that purpose. He had also
Page 245 and 246:
You should also ask yourselfifthe o
Page 247 and 248:
unacceptable offer, do not be blunt
Page 249 and 250:
and evaluation of the offer. Changi
Page 251 and 252:
These people, therefore, need to be
Page 253 and 254:
constituency by not agreeing to the
Page 255 and 256:
your adversary may persuade you to
Page 257 and 258:
If the criteria for detennining the
Page 259 and 260:
services and other areas of public
Page 261 and 262:
after the deal is reached, are over
Page 263 and 264: display one's frustration and emoti
Page 265 and 266: suits you. It must be noted that du
Page 267 and 268: TAKING ADVANTAGE OF DIVISIONS IN TH
Page 269 and 270: (1992:196) recommends that one shou
Page 271 and 272: prisoners and other individuals. Th
Page 273 and 274: Bullying Tactics It was discussed e
Page 275 and 276: Fuller (1992:206) mentions other ty
Page 277 and 278: - Do the parties all know their alt
Page 279 and 280: IGNORING THEM AND CONTINUING WITH D
Page 281 and 282: up in jail for human rights violati
Page 283 and 284: concessions have been made. However
Page 285 and 286: extremists were arrested. That made
Page 287 and 288: in negotiations, it helps to shift
Page 289 and 290: what they are saying during discuss
Page 291 and 292: Involving Higher Level Participatio
Page 293 and 294: international law during the compro
Page 295 and 296: what his problem is. If you succeed
Page 297 and 298: confederation ofhomelands each with
Page 299 and 300: apology and forgiveness and it cons
Page 301 and 302: Desmond Tutu as chairperson ofthe C
Page 303 and 304: long way towards promoting the clim
Page 305 and 306: experiencing friendship, intimacy,
Page 307 and 308: ecause of the frequent exchange mak
Page 309 and 310: in the case of a buyer who is only
Page 311 and 312: limit". At a more complex level the
Page 313: Barry and Oliver (1996) mention fiv
Page 317 and 318: Both affect sequences are a result
Page 319 and 320: our behaviour during negotiation; w
Page 321 and 322: In the same page Thompson (1998) sa
Page 323 and 324: accept." Jackall quotes an example
Page 325 and 326: called "a manic-depressive," a term
Page 327 and 328: with pauses or whether he speaks co
Page 329 and 330: Contagion According to an experimen
Page 331 and 332: Freedom To Express Emotion This dep
Page 333 and 334: Controlled And Deliberate Emotional
Page 335 and 336: who is perceived to be disliked by
Page 337 and 338: especially in social contexts like
Page 339 and 340: He also found that negotiators who
Page 341 and 342: Ekman (1999) does not consider a br
Page 343 and 344: There is also transactive memory wh
Page 345 and 346: However, they can also enhance or w
Page 347 and 348: Chapter 7 CONCLUSIONS This has been
Page 349 and 350: BmLIOGRAPHY AUTHORED REFERENCES All
Page 351 and 352: Barry, Bruce (with G.L. Stewart), 1
Page 353 and 354: Fauconnier. Gilles 1995 Mental Spac
Page 355 and 356: Langacker, Ronald W. 1993. Foundati
Page 357 and 358: Taylor, John R. 1991 Linguistic Cat
Page 359 and 360: NON-AuTHORED REFERENCES Conflict Re
Page 361 and 362: Conflict Research Consortium 1998 I
Page 363 and 364: Conflict Research Consortium 1998 R
show all

View/Open - University of Zululand Institutional Repository

Create successful ePaper yourself

Delete template?

Save as template?