Negotiating as Emotion Management  

Oleh:

Mastenbroek, Willem

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Theory, Culture & Society vol. 16 no. 4 (Agu. 1999), page 49-73.
Fulltext: 49TCAS164.pdf (195.86KB)

Isi artikel

Negotiating proves a precarious ability. The development of the arts of compromise and negotiating is not self-evident. Confrontation, flight and direct physical attack prove much more tempting in human history. How did these skills develop? The typical power and dependency network that evolved in western Europe in particular, is a significant factor. Different patterns of emotion management emerged in interaction with changing power balances. These patterns bred the skills of negotiating and compromise.

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