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Freedom To Express Emotion
This depends on whether the situation permits it. To Thompson (1998) it is
more permissible to show emotion in a hospital than in a restaurant or in a business
organisation. Therefore in his planning the negotiator should also consider when he
could express emotion
Ambiguity And Uncertainty
When the situation is ambiguous or uncertain people are more likely to show
emotion. Otherwise they look to other people for the emotions they can feel or display.
The Likelihood Of Being Emotionally Influenced By Others
This is determined by six factors:
i. Focus of attention
Ifour attention is focused on others, as happy people usually are, we are more
likely to be emotionally influenced by others. Ifwe are inward focused because we are
self-absorbed, sad and depressed or we are oblivious to other people, then we are not
susceptible to emotional influence.
11. Social Identity
If-we feel dependent on other people, or we interact with somebody who
belongs to our group or organisation, or an organisation to which we want to belong, or
when there is a possibility of shared identity, then we are likely to be emotionally
influenced.
1Il.
Perception
Thompson (1998: 187) cites how women are better at reading (deciphering
nonverbal cues) and sending (behaving nonverbally in ways that are easy for people to
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