Publication Type
Journal Article
Version
acceptedVersion
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
Citation
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.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/2539
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.1108/eb022920