CAHSS Faculty Articles

The Emotional Advantage: The Added Value of the Emotionally Negotiator

Neil H. Katz, Nova Southeastern University
Adriana J. Sosa


In surveying past negotiation literature, successful negotiators were often portrayed as calculating and factual with a stress on keeping a poker face throughout negotiations. Th is 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 eff ective negotiators. Th e article describes key competencies associated with EI and how these skills help negotiators work with confl ict if it emerges, develop creative options for potential agreements, facilitate trust, and contribute to aff ective and substantive satisfaction.