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Barry, Bruce and C.R. Leana "Stability and Change as Simultaneous *Experiences in Organizational Life," in Academy of Management Review, 25, Barry, Bruce. , 2001 "Influence Tactics in Organizations from a Social Expectancy Perspective," in A.Y. Lee-Chai and I.A. Bargh eds. The Use and Abuse ofPower. Barry, Bruce. 2000. "When Do Grievants Desire Voice? Situational, Motivational and Attributional Explanations" with D.L. Shapiro, International Journal ofConflict Management, 11 Barry, Bruce. .2000 "Dyadic Communication Relationships In Organizations: An AttributionlExpectancy Approach," with I.M. Crant, in Organization Science.ll. Barry, Bruce. 1999. "The Tactical Use ofEmotion in Negotiation," in RJ. Bies, R.I. Lewicki & RH. Sheppard, eds., Research on Negotiation in Organizations, vo!. 7 Barry, Bruce, 1998. "Bargainer Characteristics in Distributive and Integrative Negotiation," with Ray Friedman, Journal of Personality and Social Psychology, 74, 1998. Barry, Bruce.1998. "Objections to an Objectivist Approach to Integrity," with C.D. Stephens, Academy ofManagement Review, 23, 1998. Barry, Bruce and Richard L. Oliver 1996 " Affect in Dyadic Negotiation: A Model and Propositions" in Organisational behaviour and human decision processes, 67,1996. 349
Barry, Bruce (with G.L. Stewart), 1997 "Composition, Process, and Performance in Self-Managed Groups: The Role of Personality, in " Journal of Applied Psychology, 82, pp. 62-78, Brand, Alice Glarden and Richard L. Graves (ed.) 1994. Presence ofMind. Wriring and the Domain Beyond the Cognitive. HEINEMANN: Portsmouth Bulmer, KeIllleth. 1975. The art ofempathy: a manual for improving accuracy of interpersonal perception~ New York: Human Sciences Press. Burgess, Guy and Heidi 1997 Constructive Confrontation: A Strategy for Dealing with Intractable Environmental Conflicts. Working Paper 97-1, March, 1997.Online at http://\V'.V\\'· .colorado.edulcontlictlfull text search/contlictpapers/97-l.htm Calvin, William H. 1996. How Brains Think. Basic Books. Clark, Margaret ed. 1990. Review ofPersonality and Social Psychology. SAGE Publications: Newbury Park Clipper, A.E. 2000 South Africa's Amnesty Process: The truth and its consequences in Liberator 2000 Darnasio, Antonio 1996. Descartes' Error: Emotion, Reason and the Human Brain, New York: Papermac Darwin, Charles 1872 Emotions in Man and Animals London: John Murray Darwin, Charles (ed. J. W. Burrow) 1974. The Origin ofthe Species. Baltimore, MD:?enguin Dawkins, Richard 1989. The Selfish Gene.Oxford University Press 350
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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
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up in jail for human rights violati
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concessions have been made. However
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extremists were arrested. That made
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in negotiations, it helps to shift
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what they are saying during discuss
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Involving Higher Level Participatio
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international law during the compro
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what his problem is. If you succeed
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confederation ofhomelands each with
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Page 303 and 304: long way towards promoting the clim
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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
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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: BmLIOGRAPHY AUTHORED REFERENCES All
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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