Workshop: Using interpersonal emotions to improve negotiation outcomes and business partnerships.

This experiential workshop was developed to address the pedagogical need to teach emotion based negotiation skills. The negotiation literature suggests that interpersonal emotions play an important role in the development of accurate negotiation mental model and interpersonal trust, both of which improve individual and joint outcomes in mixed-motive negotiation (Morris & Keltner, 2000; Thompson, 1991; Van Boven & Thompson, 2003; Van Kleef, De Dreu, & Manstead, 2004a, 2004b). This workshop aims to develop participant's ability to recognize emotional expressions and understand the intentions behind emotional expression, in order to improve negotiation outcomes and foster cooperative business partnerships. The workshop consists of four learning modules on emotional facial expressions, interpersonal communication, interpersonal emotional attunement, and effective communication in conflict situations. Each module includes an experimental exercise, a debrief involving relevant negotiation theory and a discussion on managerial implications. Negotiation educators are invited to participate and expand their pedagogical tool-kits.