IDEAS home Printed from https://ideas.repec.org/a/bcp/journl/v7y2023i5p1732-1741.html
   My bibliography  Save this article

Emotions in Negotiation and Mediation: Strategies for Managing Emotional Dynamics

Author

Listed:
  • Francis Mulu

    (Department of Security, Diplomacy and Peace Studies, Kenyatta University, Nairobi, Kenya)

  • Dominic Chungo

    (Department of Security, Diplomacy and Peace Studies, Kenyatta University, Nairobi, Kenya)

Abstract

Emotions are significant considerations in the negotiating and mediation processes that need to be undertaken in ways that offer effectiveness, through the regulation of emotional dynamics. The objective of the study was to examine the effectiveness of strategies for managing emotional dynamics and the impact on mediation and negotiation outcomes. The theories that guided the study included the affective events theory, the appraisal theory and the social identity theory. A web-based survey was used to compile the information with the use of purposive sampling technique in selecting respondents. The findings of the study revealed that feelings have a considerable impact on the process of negotiating or mediating as well as the outcome. Being able to effectively control emotional dynamics is essential to achieving success in negotiation and mediation. In conclusion, the role of empathy and emotional intelligence in productive negotiation and mediation was necessitated. As an implication, the study assists practitioners improve on negotiation and mediation and enhance success in resolving conflicts by providing an overview of the emotional dynamics that are present during the negotiation and mediation processes and presenting practical solutions for controlling those dynamics.

Suggested Citation

  • Francis Mulu & Dominic Chungo, 2023. "Emotions in Negotiation and Mediation: Strategies for Managing Emotional Dynamics," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 7(5), pages 1732-1741, May.
    • Handle: RePEc:bcp:journl:v:7:y:2023:i:5:p:1732-1741
    as

    Download full text from publisher

    File URL: https://www.rsisinternational.org/journals/ijriss/Digital-Library/volume-7-issue-5/1732-1741.pdf
    Download Restriction: no
    File URL: https://www.rsisinternational.org/journals/ijriss/articles/emotions-in-negotiation-and-mediation-strategies-for-managing-emotional-dynamics/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Ernst Fehr & Ivo Schurtenberger, 2018. "Normative foundations of human cooperation," Nature Human Behaviour, Nature, vol. 2(7), pages 458-468, July.
    2. Kim, Jihye & Kim, Minseong, 2020. "Spectator e-sport and well-being through live streaming services," Technology in Society, Elsevier, vol. 63(C).
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. De Geest, Lawrence R. & Kingsley, David C., 2021. "Norm enforcement with incomplete information," Journal of Economic Behavior & Organization, Elsevier, vol. 189(C), pages 403-430.
    2. Francesco Fallucchi & Daniele Nosenzo, 2022. "The coordinating power of social norms," Experimental Economics, Springer;Economic Science Association, vol. 25(1), pages 1-25, February.
    3. Sanjit Dhami & Emma Manifold & Ali al-Nowaihi, 2018. "Prosociality, Political Identity, and Redistribution of Earned Income: Theory and Evidence," CESifo Working Paper Series 7256, CESifo.
    4. Sanjit Dhami & Emma Manifold & Ali al‐Nowaihi, 2021. "Identity and Redistribution: Theory and Evidence," Economica, London School of Economics and Political Science, vol. 88(350), pages 499-531, April.
    5. Denis Tverskoi & Andrea Guido & Giulia Andrighetto & Angel Sánchez & Sergey Gavrilets, 2023. "Disentangling material, social, and cognitive determinants of human behavior and beliefs," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-13, December.
    6. Traub, Stefan & Schwaninger, Manuel & Paetzel, Fabian & Neuhofer, Sabine, 2023. "Evidence on need-sensitive giving behavior: An experimental approach to the acknowledgment of needs," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 105(C).
    7. Bicchieri, Cristina & Dimant, Eugen & Gächter, Simon & Nosenzo, Daniele, 2022. "Social proximity and the erosion of norm compliance," Games and Economic Behavior, Elsevier, vol. 132(C), pages 59-72.
    8. Cristina Bicchieri & Eugen Dimant, 2018. "It's Not A Lie If You Believe It. Lying and Belief Distortion Under Norm-Uncertainty," PPE Working Papers 0012, Philosophy, Politics and Economics, University of Pennsylvania.
    9. Davood Bayat & Hadi Mohamadpour & Huihua Fang & Pengfei Xu & Frank Krueger, 2023. "The Impact of Order Effects on the Framing of Trust and Reciprocity Behaviors," Games, MDPI, vol. 14(2), pages 1-14, February.
    10. Antonio Cabrales & Manu Garc'ia & David Ramos Mu~noz & Angel S'anchez, 2022. "The Interactions of Social Norms about Climate Change: Science, Institutions and Economics," Papers 2208.09239, arXiv.org.
    11. Burton-Chellew, Maxwell, 2022. "The restart effect in social dilemmas shows humans are self-interested not altruistic," SocArXiv hgznu, Center for Open Science.
    12. Raphael Koster & Jan Balaguer & Andrea Tacchetti & Ari Weinstein & Tina Zhu & Oliver Hauser & Duncan Williams & Lucy Campbell-Gillingham & Phoebe Thacker & Matthew Botvinick & Christopher Summerfield, 2022. "Human-centred mechanism design with Democratic AI," Nature Human Behaviour, Nature, vol. 6(10), pages 1398-1407, October.
      • Raphael Koster & Jan Balaguer & Andrea Tacchetti & Ari Weinstein & Tina Zhu & Oliver Hauser & Duncan Williams & Lucy Campbell-Gillingham & Phoebe Thacker & Matthew Botvinick & Christopher Summerfield, 2022. "Human-centered mechanism design with Democratic AI," Papers 2201.11441, arXiv.org.
    13. Kim, Minseong, 2021. "Does playing a video game really result in improvements in psychological well-being in the era of COVID-19?," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    14. Kenju Kamei, 2019. "Cooperation and endogenous repetition in an infinitely repeated social dilemma," International Journal of Game Theory, Springer;Game Theory Society, vol. 48(3), pages 797-834, September.
    15. Kandul, Serhiy & Lanz, Bruno, 2021. "Public good provision, in-group cooperation and out-group descriptive norms: A lab experiment," Journal of Economic Psychology, Elsevier, vol. 85(C).
    16. Schunk, Daniel & Wagner, Valentin, 2021. "What determines the willingness to sanction violations of newly introduced social norms: Personality traits or economic preferences? evidence from the COVID-19 crisis," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 93(C).
    17. Robert Stüber, 2020. "The benefit of the doubt: willful ignorance and altruistic punishment," Experimental Economics, Springer;Economic Science Association, vol. 23(3), pages 848-872, September.
    18. Isler, Ozan & Gächter, Simon, 2022. "Conforming with peers in honesty and cooperation," Journal of Economic Behavior & Organization, Elsevier, vol. 195(C), pages 75-86.
    19. Hochman, Guy & Peleg, Dar & Ariely, Dan & Ayal, Shahar, 2021. "Robin Hood meets Pinocchio: Justifications increase cheating behavior but decrease physiological tension," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 92(C).
    20. Robin Watson & Thomas J. H. Morgan & Rachel L. Kendal & Julie Van de Vyver & Jeremy Kendal, 2021. "Social Learning Strategies and Cooperative Behaviour: Evidence of Payoff Bias, but Not Prestige or Conformity, in a Social Dilemma Game," Games, MDPI, vol. 12(4), pages 1-26, November.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bcp:journl:v:7:y:2023:i:5:p:1732-1741. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Dr. Pawan Verma (email available below). General contact details of provider: https://www.rsisinternational.org/journals/ijriss/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.