CAHSS Faculty Articles
The Emotional Advantage: The Added Value of the Emotionally Intelligent Negotiator
ORCID ID
0000-0002-7289-5670
Publication Title
Conflict Resolution Quarterly
Publication Date
Fall 9-1-2015
Abstract
In surveying past negotiation literature, successful negotiators were often portrayed as calculating and factual with a stress on keeping a poker face throughout negotiations. This article summarizes key features in the literature on emotional intelligence (EI), refutes the notion that the suppression of emotion in negotiation is desirable, and recognizes the value that EI can contribute to the repertoire of effective negotiators. The article describes key competencies associated with EI and how these skills help negotiators work with conflict if it emerges, develop creative options for potential agreements, facilitate trust, and contribute to affective and substantive satisfaction.
DOI
10.1002/crq.21127
Volume
33
Issue
1
First Page
57
Last Page
74
NSUWorks Citation
Katz, N. H., & Sosa, A. (2015). The Emotional Advantage: The Added Value of the Emotionally Intelligent Negotiator. Conflict Resolution Quarterly, 33 (1), 57-74. https://doi.org/10.1002/crq.21127
