Equity Sensitivity and Negotiators Perceptions in Negotiations Free Essay Example, 2500 words

A positive connection exists between equity sensitivity and negotiators perceptions of their counterparts cooperative behaviors. In the late 1970s and early 1980s, Prof. Gerald R. Williams set up a series of experiments on comparison of cooperative and competitive styles of negotiations, where he experienced lawyers from across the USA. He found that 65% of them expressed cooperative, while only 24% - competitive negotiation strategies. Effective negotiators are said to have the following personal characteristics: they are rational, experienced, perceptive, creative, analytical, self-controlled, intelligent and honest. (Williams, 1983)Salacuse (2003) outlined ten factors that influence a person in negotiations. Here belong the one, called emotionalism , that can be rated as high or low . According to the researcher, Latin Americans show their emotions at the negotiating table, while Japanese and many other Asians hide their feelings (p. 231). That can also influence the outcome of the negotiations. For example, Chen (2004) explains that the public expression of anger is considered bad manners in China (p. 14). During negotiations, the people involved perceive each other and interpret the behavior they see , often on a subconscious level. We will write a custom essay sample on Equity Sensitivity and Negotiators Perceptions in Negotiations or any topic specifically for you Only $17.96 $11.86/page Status and role of a person play their great part in perceiving a negotiator. Costello (1963, p. 3) stays that the perception of the negotiation in his organization in the case when people know and don t know his organizational role is different, as so their behavior.