This chapter extends the literature on the strategic display of emotions (Kopelman, Rosette, & Thompson, 2006) and investigates how negotiators can optimize both their relational and economic outcomes through strategic responses to displayed emotions. First, we consider what information can be gained from observing the emotional display of someone during the negotiating process. Next we review what the negotiation literature suggests someone should do when faced with an individual displaying emotion-both positive and negative. We conclude by suggesting that future research needs to account for both the behavioral strategy a negotiator employs and the personal qualities of the negotiator. We suggest that the recommendations in the literature overemphasize strategic tactics and underemphasize the person employing those tactics. We argue that the success or failure of a strategic response to displayed emotions during the negotiating process pivots on the negotiator's ability to balance strategic tactics with his or her authentic presence.
This paper dresses the complex relationship between negotiating power and mediation. It begins with the premise that to say in absolute terms that mediation is or is not an gective way ofdealing with power imbalance is to ignore the complexity of both the concept ofpower and the range ofprocesses that can be deemed mediation. This article examines sources ofpower in an efort to develop a clear, yet thorough, understanding of negotiating power. It then turns to the scholarship on mediation, highlighting key characteristics that distinguish mediation approaches Jiom one another and advancing the debate on what constitutes mediation. Finally, the article highlights how a specijic style of mediation may be appropriate for a given situation, depending on the existingpower dynamics between the disputing parties. e practice of alternative dispute resolution (ADR), particularly that T" of mediation, has seen exponential growth over the last two decades.In numerous states, this has manifested in adoption of court-ordered mediation requirements as well as other ADR mechanisms, among them summary jury trial, court-mandated mediation, and early neutral evaluation (ENE).' This proliferation of activity claiming to come under the banner of mediation can be seen within the framework of the legal system as well as beyond the courthouse.Despite its tremendous growth-which has made the practice of mediation more visible and commonplace and thus in a sense less "alternative"-and despite the prolific scholarship in the field over the last two decades, there remains little consensus with regard to what this process NOTE: The author would like to thank Deborah Hensler, Jessica klenzuela, andAbby Wisse f i r their insight and support.
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