This website uses cookies to ensure you have the best experience. Learn more

The Role Of Emotional Intelligence In Negotiation

2297 words - 9 pages

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 intelligence and negotiation to discover what role prior research shows emotional intelligence playing in negotiation. The influence of emotional intelligence not only on the process of negotiation but also on negotiation outcomes will be researched. The literature review will be conducted using online databases such as Google Scholar, Google Books, and EBSCOhost, which tend to have scholarly, peer-reviewed journal articles and books of similar quality.
Research
The research on emotional intelligence as it is related to negotiation was interesting and informative. Pulido-Martos, Lopez-Zafra, and Augusto-Landa cite a number of researchers who identify the fact that emotions are an important component of negotiations (409). In fact, negotiators that understand emotional expression are better equipped to negotiate strategically, and those with the highest emotional intelligence obtain information more quickly, make better and more objective decisions, do a better job of showing their emotions well enough to spark the desired response, and can more easily induce the emotions in their counterparts that they aim to induce (409). In fact, Ogilvie and Carsky determined that the negotiators’ ability to influence their own and...

Find Another Essay On The Role of Emotional Intelligence in Negotiation

A critical summary of the concept of emotional intelligence

804 words - 3 pages use of cognition, the publication of the book by Goleman 1995, 'Emotional Intelligence', made popular the notion of viewing the experience and expressions of emotions as a domain of intelligence" (Shutte et al 1998). Emotional intelligence attempts to cover the aspects of personality that are not included in IQ and other traditional intelligence tests, most of these are deemed to be non-intellectual. There are many aspects on emotional intelligence

The Woman's Emotional Role Essay

924 words - 4 pages , which demonstrates a woman’s role in a romantic setting as well as a societal one. Boccaccio, in the Decameron, demonstrates a new form of love where women are not necessarily of noble status, but the peasant and lower class people are present, creating a completely new genre of writing. By taking a look at these two pieces of literature, the differences and similarities between the roles of women during the time period create emotional and

The Role of Attachment in Infancy Is Vital in Subsequent Emotional Development

1492 words - 6 pages “Attachment is a deep and enduring emotional bond that connects one person to another across time and space” McLeod (2009), as a core component of social and emotional development, the necessity and role of caregivers is a heavily researched area. Theories differ on the impairment that a crippled or complete lack of attachment causes to an infant in terms of social, emotional or intellectual development. These theories range from Harlow’s

Emotional Intelligence and Relationships in Business Management

3564 words - 14 pages Emotional Intelligence and Relationships in Business Management ¡§Anyone can become angry ¡V that is easy. But to be angry with the right person, to the right degree, at the right time, for the right purpose, and in the right way ¡V this is not easy.¡¨ ~ By Aristotle, The Nicomachean Ethics ~ Traditionally, management were only interested on return on investment (ROI) and shareholder value, not the neurobiology of emotions doing

Emotional Intelligence and Empathy in Leadership

1951 words - 8 pages students develop skills in the area of effective communication by empathetically relating to peers, clients, and eventually to those they lead. Self-reflective journaling has been suggested to help freshman and other students express positive and negative emotions as they are trained in emotional intelligence. In addition to journaling, Biblical studies can also foster positive learning in these areas. Counselors play a vital role in the

Emotional Intelligence and Reflective Practice in Nursing

2228 words - 9 pages Emotional Intelligence and reflective practice are integral components of building a therapeutic relationship in nursing Emotional intelligence refers to the ability to perceive, control, and evaluate emotion. Reflective practice is exploring of one’s own experience and practices. This includes a person’s behaviour, thinking and all other related emotions. Therapeutic relationship can be defined as the care assistance and management

The Emotional Intelligence Explained through Starbucks

773 words - 4 pages relationship towards employee’s performance, quality of service, and customer loyalty. All in which ultimately contributes to better reputation and higher returns. At Starbucks, emotional intelligence plays an important role in job performance, as the company enjoys a loyal customer base and a reputation as one of the most admired companies in America. (Robbins, Judge, 2013). An employee with high emotional intelligence will be able to handle his own

Use of Emotional Intelligence to Communicate Effectively

3037 words - 12 pages breakdown. In a work environment the lines of communication must remain intact because if there are any misunderstandings these misunderstandings could result in a life or death situation. Using your emotional intelligence when communicating with co-workers will help break down the barriers in the communication process no matter your co-workers background, nationality or gender. Everyone uses their emotional intelligence on a daily basis

The Relationship between Emotional Intelligence and Transactional Leadership in the Organization

1124 words - 5 pages Emotional Intelligence and Transactional Leadership Move in One Way. Emotional intelligence (EI) plays an important role in every worker in organization or corporation, especially someone with the authority or power inside the organization. A leader has to become a source of inspiration and catalyst for the employee to improve their working condition. One true leader has the ability to read what people want even though it never being told

Importance of Emotional Intelligence for a Leader in Today’s Business Consultancy Industry

1341 words - 5 pages Emotional Intelligence is said to be necessary to move beyond middle management, therefore it must be an essential soft skill for senior management (Chynoweth, 2009). Modern companies, such as Deloitte have taken a keen interest in EQ, and it has quickly become more apparent in managerial literature (Vigoda-Gadot & Meisler, 2010) for its potential of developing employees and helping them “reach the next level”. EQ theories and models were

Validity and Effect of Emotional intelligence on Effectiveness of Organizational Leaders and the Enterprise

1584 words - 6 pages consideration in the type of observational studies that seek to observe the effects of interventions and programs (Trochim & Donnelly 2008, p. 158). Like these studies, the proposed research, too, looks to examine the effects of emotional intelligence of the leaders in organizations as it relates to information security, and internal validity will play a huge role here. Threats to internal validity would simply be competing explanations for

Similar Essays

Emotional Intelligence In Leadership Essay

2590 words - 10 pages Gupta, AneeshGRC 500: Emotional intelligence and leadership Essay 210/14/2014Emotional intelligence in leadershipWhat is the difference between great leaders and good leaders? It is not IQ or technical skills, its Emotional intelligence which is a group of five skills that are essential for the leaders to perform at their highest level and get maximum productivity. The five emotional intelligence skills are self-awareness, self-regulation

Understanding The Role Emotions Play In Negotiation

4288 words - 17 pages managing emotions well in ourselves and in our relationships (Goleman, 1998).In this paper, I will outline the three basic emotional styles used in negotiations, along with the pros and cons of each. Then, I will expand on the relationship between emotions and negotiation by discussing the five dimensions of emotional intelligence and how they relate to the "art" of negotiation.Thompson (2001) outlines three distinct emotional styles of

The Role Of Connecting Unrelated Events In Developing Intelligence

2391 words - 10 pages On the Shoulder's of Giants: The Role of Connections in Developing Intelligence Abstract This paper provides motivation for making connections between unrelated events as a basis for intelligence. The ability to apply this extended information as a problem-solving technique instantiates the true nature of intelligence. Therefore, it is obvious the field of artificial intelligence should use the same approach. The way these connections are

An Exercise In Emotional Intelligence Essay

1612 words - 6 pages difficult situation of a competitor’s theft of my work, significant emotional labor and emotional intelligence would be required, but with a calm, poised, and reasoned response, a positive outcome is probable. When first given the news by a friend, the first challenge is to control the reaction. In my role as a business executive, I frequently find myself in situations where emotional control is required, a customer meeting where a significant deal