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understand. Women are better at reading truthful statements while men easily perceive lying. This indicates individual differences in perceiving nonverbal emotions. IV. Mimicry To Tbompson people who naturally rmmlc facial, vocal and postural expressions ofothers are easier to influence emotionally. v. Awareness If we are aware of our own emotional responses, we should be easier to influence emotionally. v!. Emotional reaction People who react to emotion are susceptible to emotional influence, while others resist emotion because they think they are unique and distinct. In a negotiation situation sometimes it is a disadvantage to imitate the emotions ofour opponent, while at the same time it is not always good to set the tone ofthe negotiation. It is good to get infected by our opponent's mood ifit is positive while ours is negative. Ifwe are going to a negotiation in an angry mood, it is good to mimic our opponent ifhe is relaxed. THE USE-OF EMOTION As A NEGOTIATION TACTIC Barry (1999:96) describes the tactical use of emotion as "a tactic for accomplishing social objectives ...within a negotiation situation." He calls this "emotion marmgement tactics" and looks at emotional control, emotional expressiveness and emotion work or emotional labour. 331
Controlled And Deliberate Emotional Control Barry (1999:97) calls emotional control "an individual's ability to exhibit( or avoid exhibiting) an emotional response as a matter ofpersonal desire rather than as an involuntiny consequence of environmental conditions." He stresses the point that emotional control is not only about inhibiting or suppressing emotions as is usually conceptualised or empirically treated, but it is both the expression and the inhibition of emotion during interpersonal negotiation. Barry (1999:96) bases his discussion on Averill's research (1994), which analyses emotional control into three levels of abstraction. The highest level of abstraction is where 'emotional syndromes" are found i.e. abstract notions like anger, fear and love. He says these indicate how an individual should behave. The lower level of abstraction contains emotional states i.e. more abstract "shorter-term episodic tendencies" ofbehaviour. The lowest level of abstraction contains emotional reactions i.e. how a person actually responds when he experiences an emotional state like automatic or "physiological reactions, facial expressions, and so forth." (Barry 1999:96-97) According to Averill there are social rules, which govern "how and when emotions are formed and used in social interaction." Therefore an individual needs to use techniques correctly when displaying or exhibiting emotions in order to achieve his objectives. Bruce mentions four dimensions along which emotional control varies. Firstly, it varies in direction i.e. it can be used when negotiators want to express emotion like anger to show dissatisfaction. It can also be used to suppress or inhibit emotion like when an opponent has made a very considerable concession and you are delighted, but you do not want to show it. 332
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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
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(1992:196) recommends that one shou
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prisoners and other individuals. Th
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Bullying Tactics It was discussed e
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Fuller (1992:206) mentions other ty
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- Do the parties all know their alt
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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
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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
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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 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: Freedom To Express Emotion This dep
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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