Emotional Intelligence and Negotiation: The Tension Between Creating and Claiming Value

Abstract

As a departure from past research on emotional intelligence (EI),

The Positive Effects of Trait Emotional Intelligence during a Performance Review Discussion – A Psychophysiological Study

“…The observed results of the current study encourage to continue extending previous study of EI in negotiation context (e.g., Der Foo et al, 2004) also to other work life interactions and to study particular forms of emotional expressions, as suggested by Morris and Keltner (2000).…”

“…Building upon the work on negotiation by Der Foo et al (2004), we suggest that high trait EI assists both the manager and the subordinate in conducting a performance review discussion, by helping in controlling one’s own emotions, detecting emotions of the partner, and expressing own emotions appropriately. We follow the suggestions of Morris and Keltner (2000) in studying particular forms of emotional expression, smiling and frowning, during dyadic interaction between a manager and a subordinate.…”

“…It has been shown that partner’s high ability EI is related to better outcome satisfaction in a negotiation (Müller and Curhan, 2006). Der Foo et al (2004) found that high ability EI led to more positive experience in negotiation, but to lower objective gains; however, partner’s high ability EI led also to better objective gains. EI may function during negotiation in various ways; regulating one’s own emotions helps in keeping the interaction smooth and frictionless, observing partner’s emotions on the other hand helps in detecting subtle cues of the partner’s state, and expressing positive emotions can lead to reciprocation (e.g., Der Foo et al, 2004).…”

Perceived emotional intelligence and its relationship with perceptions of effectiveness in negotiation

“…Regarding the effectiveness of the negotiation process and its relationship to EI, Foo, Elfenbein, Tan, and Aik (2004) carried out a series of laboratory experiments in which individuals negotiated in pairs. These experiments reveal that individuals with high EI reported their negotiation experience more positively.…”

Negotiation processes in urban redevelopment projects: Dealing with conflicts by balancing integrative and distributive approaches

“…Integrative negotiation, also referred to as a "creating value" strategy, is a mutual process of discovering the other actors' interests, developing new and often wider problem definitions, employing problem-solving behaviour and searching for ways to increase the total benefit (Der Foo, Elfenbein, Tan, & Aik, 2004;Leeuwis, 2000;Sebenius, 1992). In contrast, distributive negotiation refers to dividing or apportioning scarce and fixed resources among the negotiators (Thompson, Wang, & Gunia, 2010).…”