Abstract:

Within this paper we approach relevant aspects throughout which we want to reveal the influence of emotional knowledge dynamics in the negotiation process. The aim is also to offer valuable and practical information about how to use skillfully the effects of emotions and turn them into advantages for the negotiation process depending on the given context and partners. The sections of the paper focus on emotional knowledge that we approached from different angles and in correlation to critical issues encountered in negotiations. Within the first section we present some perspectives on the emotions-negotiation relationship in order to point out their interdependence and the importance of emotions for the negotiation process, weather is a business or social negotiation. This interest has been fueled by the idea that emotions play a key role in the relations between negotiators and help or hinder strategic concessions among them. The second part of the paper systematically explains the phenomenon of emotional knowledge dynamics by bringing into focus the concept of emotional knowledge-cognitive knowledge dyad. This knowledge dynamic emphasizes the link between emotional expressions and processing the information. Knowledge dynamics is a very complex issue to investigate since all transformations happen in our mind and body. The effectiveness of knowledge dynamics in the negotiation process mainly depends on two factors: the participants’ problem solving ability and quality of genuine judgments. The following sections comprise practical evidence from several researches and studies which reveal the possible effects of emotional knowledge dynamics in the negotiation process.