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Strategic Display and Response to Emotions: Developing Evidence-based Negotiation Expertise in Emotion Management (NEEM)

Authors


  • We thank Jeanne M. Brett, Richard J. Vath, and three anonymous reviewers for their insightful and constructive contributions to this article.

Georges Potworowski, Ross School of Business, University of Michigan, Ann Arbor, MI 48109-1234, USA; e-mail: potwo@bus.umich.edu.

Abstract

This article conceptualizes emotion management as a form of negotiation expertise, and integrates the nascent empirical literature on emotion in negotiation with concepts from the learning sciences literature to suggest how negotiation expertise in emotion management (NEEM) can be taught. We argue that NEEM differs from emotional intelligence in fundamental ways, and that it consists of sensitivity to strategically relevant emotional cues, ability to strategically display and respond to emotions in negotiations, and the inclination to manage emotions for superior objective and subjective negotiation performance. We propose a method of developing NEEM in the classroom and identify directions for future research.

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