The document discusses the relationship between cognition and emotion in perception and negotiation. It addresses three main themes: emotions in conflict, emotional self-regulation, and how negotiators often try to exclude emotions from negotiation and focus solely on objective factors. The document also discusses primary and secondary emotions, somatic markers, universal adaptive responses to the environment, and emotionally regulating techniques like identifying, challenging, or reappraising emotions.

6. 1) The relationship between
cognition and emotion in
perception
1) Emotions in conflict
2) Emotional self-regulation
3 themes

8. 8
• ―Negotiators – especially those
trained in law – commonly
address this problem by trying to
exclude emotions from
negotiation and to focus solely on
so-called objective, rational
factors, such as money.‖
• (Riskin, 2010)

9. Jones, 2006

10. ―Emotion and feeling, along with the
covert physiological machinery underlying
them, assist us with the daunting task of
predicting an uncertain future and planning
our actions accordingly.‖
p.139

11. 11
Emotions
Primary: unbidden, gut responses to
threat.
Secondary: drawing on recollections
and categorizations in the higher parts
of our brains.
―those thoughts and feelings which, by [a
man’s] own choice, or from the structure of
his own mind, arise in him without immediate
external excitement.‖ (Wordsworth)

12. “Somatic markers”
Universal, adaptive
responses to environment
Socially shared scripts

13. Emotions in conflict

14. ―If people could always stay perfectly rational
and focused on how to best meet their needs
and accommodate those of others . . . then
many conflicts would either never arise or
would quickly deescalate.‖
Mayer, 2000, p.10
―Negotiators—especially those trained in
law—commonly address this problem by
trying to exclude emotions from negotiation
and to focus solely on so‐called objective,
rational factors, such as money.‖
Riskin, 2010, 294

17. Emotional
Regulation
The capacity to
a) appraise
b) regulate
our emotions

18. Identify the emotion
• Grant legitimacy
• Encourage emotional
identification
• Help the person deny the
emotion (for example, to
save face)
• Challenge an emotion
label
• Confront emotion
avoidance
• Paraphrase emotion
• Encourage emotional
perspective taking
• Probe meta‐emotions
Re-appraise the situation
• Choosing emotional
response
• Mindfulness?
• Yoga?
Jameson et al, 2010, p.34

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