Title

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

Publication Type

Journal Article

Publication Date

2004

Abstract

As a departure from past research on emotional intelligence (EI), which generally examines the influence of an individual's level of EI on that individual's consequences, we examined relationships between the emotional intelligence (EI) of both members of dyads involved in a negotiation in order to explain objective and subjective outcomes. As expected, individuals high in EI reported a more positive experience. However, surprisingly, such individuals also achieved significantly lower objective scores than their counterparts. By contrast, having a partner high in El predicted greater objective gain, and a more positive negotiating experience. Thus, high EI individuals appeared to benefit in affective terms, but appeared to create objective value that they were less able to claim. We discuss the tension between creating and claiming value, and implications for emotion in organizations.

Keywords

Emotion, Negotiation, Emotional intelligence

Discipline

Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Publication

International Journal of Conflict Management

Volume

15

Issue

4

First Page

411

Last Page

429

ISSN

1044-4068

Identifier

10.1108/eb022920

Publisher

Emerald

Additional URL

http://dx.doi.org/10.1108/eb022920