Emotional Intelligence as a Negotiating Skill and Negotiation Tactic
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Here are some successful negotiation examples involving emotional intelligence
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 and have found many successful negotiation examples using emotional intelligence in their research. 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 goals, and strong social skills—seem as if they’d help us get what we want from others and find common ground.
Should emotional intelligence be included among the most essential negotiation skills? In a new study, researchers Kihwan Kim (Buena Vista University), Nicole L. A. Cundiff (the University of Alaska, Fairbanks), and Suk Bong Choi (the University of Ulsan, South Korea) sought to determine whether emotional intelligence correlates with beneficial negotiation outcomes, in particular trust building, the desire to work together in the future, and joint gain.
The researchers began by having their participants, about 200 undergraduate students, fill out a questionnaire designed to measure emotional intelligence. At a later date, the students were paired and assigned to play the role of personnel manager or new employee in a negotiation over a job contract.
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