Assess your own emotional style by completing the questionnaire in Exhibit 5-9. What are the advantages

and disadvantages of each emotional style?

What will be an ideal response?

The pros and cons of using a positive negotiating style: negotiators process information differently when working out of
a positive mood, and these positive moods can facilitate creative thinking. Negotiators with a positive negotiating
style use more cooperative strategies, engage in more information exchange, generate more alternatives, and use
fewer contentious tactics than do negative-style negotiators. Negotiators who experience positive emotions see
relationships among ideas and link together non-typical ideas. This response builds rapport, which in turn helps to
avoid impasse and facilitates the negotiation process. However, positive-style negotiators must watch their
emotions and their desire for harmony and avoid the trap of being too cooperative in their negotiation style.
The pros and cons of using a negative negotiating style: negotiators who are strategically angry are more likely to gain
concessions from their opponent because the counterparty will assume the angry person is close to their reservation
point. Angry negotiators induce fear in their opponents, and their opponents are more likely to succumb when they
are motivated. However, negotiators who show true anger, rather than strategic anger in negotiation, feel little
compassion for the counterparty and are less effective in terms of expanding the pie than are happy, positive
negotiators.