Emotional Intelligence and Negotiation: The Tension between Creating and Claiming Value
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.
Emotion, Negotiation, Emotional intelligence
Organizational Behavior and Theory
Organisational Behaviour and Human Resources
International Journal of Conflict Management
FOO, Maw Der; Elfenbein, Hillary Anger; TAN, Hwee Hoon; and AIK, Voon Chuan.
Emotional Intelligence and Negotiation: The Tension between Creating and Claiming Value. (2004). International Journal of Conflict Management. 15, (4), 411-429. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/2539