The Role of Emotional Intelligence in Negotiation

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Meaningful communication between two or more individuals rarely leads to 100% agreement between all parties involved. More commonly, there are disagreements on certain points. In a close relationship like a marriage, which is also a partnership; in a strong business relationship; or in a hostage situation, these disagreements must be worked out satisfactorily for both sides in order for the relationship to remain healthy and/or the outcome to be positive. When the parties must reach an agreement or a compromise, one of the best communication strategies is negotiation.
The purpose of this research is to determine how emotional intelligence affects negotiation. Mayer and Salovey, in their early research on emotional intelligence in 1993, identified it as “a type of social intelligence that involves the ability to monitor one’s own and others’ emotions, to discriminate among them, and to use the information to guide one’s thinking and actions” (433). Goleman in 1995 defined emotional intelligence as “the ability to be aware of the emotions of oneself and others, to manage one’s own emotions and how they are expressed, and to manage others’ emotions” (as cited in Kim, Cundiff, & Choi 51). These abilities are ones that have the potential to impact the quality and outcomes of negotiation, which Rubin and Brown defined as “a social process through which two parties or more try to settle what each party shall give and take or perform and receive in order to satisfy their needs” (as cited in Kim, Cundiff, & Choi 50). The specific question to be answered by this research is: What role does emotional intelligence play in negotiation?

Method
The method used for this research is a literature review of articles related to emotional in...

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...ove Performance: Adapting abroad while being yourself.” IMD.
Pulido-Martos, Manuel; Lopez-Zafra, Esther; Augusto-Lando, Jose M. “Perceived emotional intelligence and its relationship with perceptions of effectiveness in negotiation.” Journal of Applied Social Psychology, 43, 408-417.
Sharma, Sudeep; Bottom, William P.; Elfenbein, Hillary Anger. “On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes: A meta-analysis.” Organizational Psychology Review, 3, 293-336.
Zhang, Jian-Dong; Liu, Leigh Anne; Liu, Wu. “Trust and Decption in Negotiation: Culturally Divergent Effects.” Management and Organization Review, [early view].

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