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NEGATIVE EMOTION To Thompson negative emotion can lead a negotiator to jeopardise his chances of success or reaching a win-win settlement. For example, a negotiator who is made to feel angry or foolish becomes less accurate in judging his opponent's interests and will thus achieve lower cooperation than when he was low on anger and high on compassIOn. Again if the relationship between parties is acrimonious, the negotiators are more concerned with their own unequal outcome. To Thompson (1998) acrimony diminishes the feeling for equity. Thompson also warns against the norm ofreciprocity i.e. the expression ofthe emotional feeling that one experiences from his opponent. The expression of negative affect leads to an escalation ofconflict, hostility and avoidance behaviour and inhibition of altruistic, prosocial behaviour. Thompson (1998:180) says it also impairs decision-making and may lead to a generalisation of jUdgments "to objectives entirely unrelated to the cause ofemotion." Anger causes people to make other people blameworthy for and see hostility in their actions. Fear causes people to stereotype other people and to exaggerate responses to their actions. People feeling contempt, fear and anger express or display that by delegitimising, dehumanising, stigmatising and feeling that other people's actions are more biased than theirs. Misperception of and bias towards others leads to escalation and intensification of conflict, which, according to Thompson (1998:180), follows the Gresham law of conflict i.e. "the harmful and dangerous elements drive out those, which would keep conflict within bounds." 319
In the same page Thompson (1998) says that some people treat negotiation as an emotional interaction by focusing on the affective components or emotional characteristics of a conflict e.g. jealousy, hatred, anger and frustration. These have what Thompson (1998) calls "an emotional conflict frame" and they do not focus on the actions and behaviours taking place in the negotiation. They are also less satisfied with the outcome ofthe negotiation. THE SEVEN PROPAGANDA DEVICES When one is involved in persuasive communication it is important not only to evaluate one's own, but also one's adversary's communication so that one is not fooled by mere propaganda and ends up taking regrettable decisions. Seven propaganda devices are mentioned. These devices are tied up to our emotions instead of to our reason, leading us to believing and doing something we would not do ifwe had time to think. These propaganda devices are: ~ The name-calling device ~ The glittering-generalities device ~ The transfer device ~ The testimonial device ~ The plain-folks device ~ The card-stacking device ~ The bandwagon device NAME-CALLlNG Jackall (1995:218) mentions that when this device is used an appeal is made to our "hate or fear so that we judge people or situations according to the bad names they 320
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EXPRESSING EMOTION How emotion is e
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Abstract EXPRESSING EMOTION How emo
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Acknowledgement The NRF for the fun
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Chapter 4 49 The grammatical encodi
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Underlying Factors 135 Scope ofthe
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Distributive And Integrative Negoti
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Imposing Deadlines 288 Using The De
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Chapter 1 INTRODUCTION OF My THESIS
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Chapter 2 ST.HEJ'.lENT OF PROBLEMS
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language; };> An outline will be gi
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Emotions are considered to be react
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exposing people to onions, which ma
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It still has to be resolved whether
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of activity, the overwhelming evide
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Sternberg (1998: 542), Robert Plutc
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pinpointed. Most people feel anxiet
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According to Bulmer (1975) hate is
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Brand and Graves (1994:165) describ
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Primary appraisal, which is about w
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Values and Value Systems Values are
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Sternberg (1998:551) makes the poin
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THE SOCIAL CONSTRUCTlVIST ApPROACH
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RATIONALISATION According to Bulmer
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Bulmer (1975:vi) defines empathy as
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Chapter 4 THE GRAM.\L\TIC\l. ENCODI
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SOCIAL EVENT DEMOTION ACTION RESPON
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from an anthropological point of vi
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symbolic reference is not understoo
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The role ofnouns in the expression
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In the choice ofa vocative Combrink
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Class 3 singular: izimu (an ogre) >
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Titles as vocatives Title vocatives
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"Jy. staan regop en trek in ;ou boe
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THE ROLE OF VERBS IN THE EXPRESSION
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Stre/ende woorde (Soothing words) W
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Eksaljou help. (I shall help you) D
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lsiZulu is said to have nine tone p
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CONCLUSION This chapter I demonstra
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organism to the world through such
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with the latter "the state and what
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(ii) The directive class of speech
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With Intentional states a belief is
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circumstances by those in certain i
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Directives: advising, admonishing,
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negotiation situations. Deterring,
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HI insist that you go to London. "
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deductions. Implications and inclus
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Secondly, there is a modal meaning
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When you permit a person bythe use
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These modals, like must, denote obl
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DISTAl FORMS OF THE ROOT MODAlS Cou
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He will buy a car next year. When s
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(He can play rugby well) Hulle kon
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(You only have to translate the fir
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Werklikheid/ feitelikheid (Realityl
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According to Van Schoor (1982:271)
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MOET (must) is the central auxiliar
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(Will you help me?) Sal jy my nie h
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Chapter 6 EMOTION DURING CONFLICT T
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important to understand human needs
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Self-actualisation needs are the la
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pacts. Mersham and Skinner further
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station or going to a particular ch
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in each other's welfare negotiate,
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The scoping of a conflict is import
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may wish for or fight for the total
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}> How these groups mobilise i.e. i
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perceived goals and interests, cult
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Related to recognizing related disp
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egularly to see which ofthe factors
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eventually engaging in the armed st
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Stereotype-Breaking Action Using di
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that of Cyril Ramaphosa ofthe ANC a
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Mediation is usually successful in
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A mediator can also help the groups
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oth internally and externally. Thes
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this kind of narrative about the So
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ASSESSING YOUR OPPONENT'S POSITION
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SEARCHING FOR HIDDEN MOTIVES It has
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MOTIVATION Motivation and emotion o
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stress levels are still Iow. Andrea
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een violated like when one feels an
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Conflict Mapping Wehr states how th
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another instead of selfishly sticki
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Conflict Intrapersonal Interpersona
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government (KIug 2000:1) This happe
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Conflict transformation also means,
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empowennent or recognition ofoppone
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CONSTRUCTIVE CONFRONTATION Construc
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force in resolving the conflict. Ta
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etain the majority it gained in a p
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CRISIS MANAGEMENT DURING CONFLICT T
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It is advisable to be prepared for
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augment your team and to avoid this
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the factors that modifY the general
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Tuesday, September 30, 1997) Howeve
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e scrutinised as well as the role o
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pre-negotiation is handIed well it
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Third parties or intennediaries als
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epresentatives of the government an
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~ If the surroundings at the neutra
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will take longer. Therefore Fuller
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The agenda for the CODESA negotiati
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elections. After the elections the
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The disadvantage is that some offer
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struggle into dialogue leaving nega
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constituent assembly and an interim
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At level 2 integrative agreement is
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Insecure. Emotional Stability This
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THE EFFECT OF MEMBER PERSONALITY FA
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Barry and Friedman (1998:348) defin
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oute" and the "heuristic or periphe
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persistence of persuasion e.g. "inc
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fact that the people were being kil
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you want them to do and feel comfor
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Samaritan" (Fuller 1991:91) will ne
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that splitting the difference shoul
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The occurrence of violence before a
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person with real power, she is also
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to reason, then you will rather neg
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to be for that purpose. He had also
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You should also ask yourselfifthe o
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unacceptable offer, do not be blunt
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and evaluation of the offer. Changi
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These people, therefore, need to be
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constituency by not agreeing to the
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your adversary may persuade you to
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If the criteria for detennining the
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services and other areas of public
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after the deal is reached, are over
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display one's frustration and emoti
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suits you. It must be noted that du
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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
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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 and 314: Barry and Oliver (1996) mention fiv
Page 315 and 316: AFFECT RELATED To SETTLEMENTS AND O
Page 317 and 318: Both affect sequences are a result
Page 319: our behaviour during negotiation; w
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
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