NCJ Number
112315
Journal
Negotiation Journal Volume: 4 Issue: 2 Dated: (April 1988) Pages: 119-123
Date Published
1988
Length
5 pages
Annotation
Humor can relieve tension in negotiation and stimulate creativity. A negotiator's skill in using humor can be developed through a four-step process called the 'WRAP System.'
Abstract
Humor can not only relieve tension in the negotiation but also build a cooperative relationship between the parties. Creativity is also released to facilitate the development of options for resolving the dispute. The WRAP system assists negotiators in developing skill at interjecting humor in negotiations. It involves watching, risking, analyzing, and perservering. Negotiators should watch for humor and its effect on others in social interactions, risk trying it in negotiation, analyze efforts to use it in negotiations, and continue to improve their understanding and skillful use of humor. The negotiator must also be able to recognize when humor is being misused to produce a negative effect on negotiations, such as to undermine the self-esteem of one of the parties. The negotiator should note negative humor, its destructive effect, and the importance of avoiding its repetition. 3 references.