Table of contentsIntroductionConflicts: the cause of negotiationDistributive and integrative negotiationHard negotiator in personal negotiationSoft negotiator in personal negotiationFunctions of emotionsDecision-making function in negotiationMotivational functionConclusionWorks citedIntroductionWhether people negotiate the price of a flower at the local florist or engage in a personal negotiation experience, negotiations take place every day for different reasons. However, there is still a misunderstanding about negotiations, which often jeopardizes the outcome of the negotiation. Most people think of negotiation as a sequence of rational decision-making processes, but in reality, negotiation involves a dimension that is most often underestimated or ignored: emotions. These can be positive emotions like happiness or negative emotions like disappointment and guilt, but what they all have in common is that they have a significant impact on negotiations. Say no to plagiarism. Get a tailor-made essay on “Why violent video games should not be banned”? Get an original essay This lack of awareness of the influence of emotions on negotiations often leads to negotiation strategies that ignore emotions, even if the Recognition and use of emotions can significantly improve the experience and outcomes of negotiations. Starting from the hypothesis that emotions influence negotiations, this thesis focuses on the question of how different emotions influence negotiation and what skills and knowledge are necessary to improve negotiations through emotional intelligence.Conflicts: the cause of negotiationThe prerequisite for any negotiation is the existence of a conflict because it would not be necessary to negotiate if everyone involved had identical interests. Conflict can, in general, be defined "as an interactive process manifested by incompatibility, disagreement, or dissonance within or between social entities (i.e., an individual, a group, an organization, etc.) .). Conflicts include opposing interests between individuals or groups. Interests must be recognized by all parties for a conflict to exist. Every conflict involves each party's belief that the other party will thwart, or has already thwarted, its interests. Conflict is a process that develops from existing relationships and past interactions. .The actions of one party result in thwarting the objectives of the other.Characteristics shared by all negotiations, whether formal or informal.Negotiation involves two or more individuals, groups or organizations.Between the parties, there is conflict that focuses on needs and wants. Negotiation is a voluntary process based on the idea of ​​improving one's own position. The fundamental principle of negotiation is a process of give and take. Negotiation aims to find a solution to conflicts for which there is no common understanding of how to resolve it. .Negotiations always involve tangible (e.g. money or quantity) and intangible factors. Distributive and Integrative NegotiationsDistributive negotiations are often called competitive, win-lose, or zero-sum negotiations. In distributive bargaining, the negotiating parties bargain over fixed and limited resources. The interests of both parties are equal, or at least appear to be, and there is a conflict in which one party's victory results in the other's loss. Due to thelimited number of resources and equality of interests, negotiators only share information when it provides an advantage. Fundamentally, distributive negotiations are a competition in which only one party wins. In contrast, integrative negotiations are more cooperative and focus on finding win-win agreements. The key element of integrative negotiations is the free flow of information which allows the negotiating parties to identify their interests. Based on the similarities and differences between individual interests, the conflicting parties can identify, develop and select alternatives that satisfy both parties. Because of the exchange of information, integrative negotiations often result in increasing the size of the initial “pie” rather than distributing it. Negotiations can be integrative or distributive and, in terms of efficiency and fairness, the negotiators involved have a major impact on the type of negotiation. Hard Negotiator in Personal Negotiation The first type of negotiator is the hard negotiator. In general, people associate the hard negotiator with the stereotype of someone who never gives in to their position and takes the lead in distributive negotiations. He views every negotiation as a rivalry in which the negotiator who insists on the most extreme demands and demonstrates the most patience will find himself in the most powerful position. This unwavering desire to win can result in a mirror effect in which the opposing party reacts with similar competitive behavior. A simple example of the concept of hard bargaining can already be observed in children. Imagine the situation of a mother who is doing her weekly shopping with her 4-year-old son. At the end of the first purchases, the child insists on receiving a packet of candy which is refused by the mother. By rationally explaining that there is still candy in the house and there is no need to buy another pack, the mother thinks she can convince the child not to insist on her claims. However, the child begins to cry and rages at the cash register to get his candy. A rational approach will not always convince a tough negotiator to back down on their demands. Unless one party gives in, such competitive behavior often results in distributive negotiations in which both parties exhaust their resources, damage their interpersonal relationships, and yet often fail to reach a common agreement. Soft Negotiator in Personal NegotiationThe opposite of the hard negotiator is the soft negotiator. Moderate negotiators are less interested in emphasizing their own position than in avoiding personal conflict with the opposing party. In order to reach amicable settlements, the soft negotiator makes concessions and does not insist on his initial position. Especially when it comes to negotiations between soft and hard negotiators, the negotiation often ends in a distributive win-lose situation. These agreements can trigger emotional reactions such as anger, fear or disgust towards the other negotiator which can jeopardize or even harm the personal and professional relationship. Projected on the example of the mother and her child at the grocery store, the mother will probably take the gentle route. negotiation approach and give in sooner or later in order to reach an agreement and avoid serious damage to the relationship. Functions of Emotions The first important function of emotions is COMMUNICATION. Emotions are an essential factor that allows individuals to function in their social environment. Through expressive characteristics such as language, facial expressions, and body language, people communicate their.