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Building The Emotionally Learned Negotiator, Erin Ryan

Erin Ryan

This essay reviews three recent books on the significance of emotion in negotiation and dispute resolution (Fisher & Shapiro: BEYOND REASON: USING EMOTIONS AS YOU NEGOTIATE; Peter Ladd: MEDIATION, CONCILIATION AND EMOTION: A PRACTITIONER’S GUIDE FOR UNDERSTANDING EMOTIONS IN DISPUTE RESOLUTION; and Lacey Smith: GET IT! STREET-SMART NEGOTIATION AT WORK: HOW EMOTIONS GET YOU WHAT YOU WANT), situating each work within a theory of practice for emotionally learned negotiators. After discussing the how the appearance of emotional sterility became synonymous with “professionalism” (and the toll this has taken on professional interaction), the piece sets forth a functional theory of emotion …