Emotional Intelligence
The Limits of Emotional Intelligence as a Negotiation Skill
March 31, 2014
The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes. After all, the qualities that characterize emotional intelligence—awareness of our emotions and how they affect others, the ability to regulate our moods and behavior, empathy, the motivation to meet meaningful personal...
March 31, 2014
The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes. After all, the qualities that characterize emotional intelligence—awareness of our emotions and how they affect others, the ability to regulate our moods and behavior, empathy, the motivation to meet meaningful personal...
The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport
February 18, 2014
Although early research on negotiation focused on cognition and decision-making processes, recently, negotiation scholars have started to pay attention to the importance of emotion in negotiation and have suggested that emotional intelligence is likely to improve negotiation performance. Few studies, however, have tested the relationship between emotional intelligence and negotiation outcomes. This study contributes by empirically testing the influence of emotional intelligence on specific negotiation...
February 18, 2014
Although early research on negotiation focused on cognition and decision-making processes, recently, negotiation scholars have started to pay attention to the importance of emotion in negotiation and have suggested that emotional intelligence is likely to improve negotiation performance. Few studies, however, have tested the relationship between emotional intelligence and negotiation outcomes. This study contributes by empirically testing the influence of emotional intelligence on specific negotiation...
High Emotional Intelligence Dramatically Improves Decision-Making
January 24, 2014
A new study finds that people with high emotional intelligence make smarter decisions because they aren’t swayed by their current emotional state. The emotions can provide very useful information, but sometimes they are not related to the decisions we are trying to make. Being able to tell one from the other is part of what constitutes emotional intelligence. Stéphane Côté, the co-author of a new article published in Psychological Science explained: “People are driving and it’s...
January 24, 2014
A new study finds that people with high emotional intelligence make smarter decisions because they aren’t swayed by their current emotional state. The emotions can provide very useful information, but sometimes they are not related to the decisions we are trying to make. Being able to tell one from the other is part of what constitutes emotional intelligence. Stéphane Côté, the co-author of a new article published in Psychological Science explained: “People are driving and it’s...
