Proceedings of the 1st International Conference on Social, Science, and Technology, ICSST 2021, 25 November 2021, Tangerang, Indonesia

Research Article

How do Emotions Influence Negotiators in Negotiations?

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  • @INPROCEEDINGS{10.4108/eai.25-11-2021.2319312,
        author={Arman Hj. Ahmad and Ridzuan  Masri and Fathima Hudha Mohamed Jesmin and Mohd Farid Shamsudin},
        title={How do Emotions Influence Negotiators in Negotiations?},
        proceedings={Proceedings of the 1st International Conference on Social, Science, and Technology, ICSST 2021, 25 November 2021, Tangerang, Indonesia},
        publisher={EAI},
        proceedings_a={ICSST},
        year={2022},
        month={7},
        keywords={negotiations; emotions; culture; social values; emotional intelligence},
        doi={10.4108/eai.25-11-2021.2319312}
    }
    
  • Arman Hj. Ahmad
    Ridzuan Masri
    Fathima Hudha Mohamed Jesmin
    Mohd Farid Shamsudin
    Year: 2022
    How do Emotions Influence Negotiators in Negotiations?
    ICSST
    EAI
    DOI: 10.4108/eai.25-11-2021.2319312
Arman Hj. Ahmad1,*, Ridzuan Masri2, Fathima Hudha Mohamed Jesmin2, Mohd Farid Shamsudin1
  • 1: Universiti Kuala Lumpur Business School, Malaysia
  • 2: Manipal International University, Malaysia
*Contact email: arman@unikl.edu.my

Abstract

This paper emphasizes on the necessity of emotional intelligence in negotiation since it is critical to understand the emotions of the other parties involved in a negotiation, as well as knowing how one's own emotions affect the negotiation. Using secondary data literature analysis, this paper then embarked on a systematic review of those sources of information (past works of literature). A comprehensive summary has also been done including integration of contemporary practice, knowledge, and theory. Considering the varieties in customs and values, individuals from various societies negotiate unexpectedly. Therefore, social values and customs shape certain theories used in negotiation, which may impact the negotiators' response to ably portrayed emotions. Since this paper is merely conceptual in nature, all the discussions were based on past literature reviews and conceptual arguments. This conceptual paper will give insights to marketers and negotiators in dealing with negotiations regardless of the purposes. It is also useful to assist stakeholders and practitioners in making relevant management and research decisions as well as guiding them in providing better and specialized negotiations which in the end contributed to the success of the negotiation process.