EMOTIONAL INTELLIGENCE AND NEGOTIATION: THE TENSION BETWEEN CREATING AND CLAIMING VALUE | Zendy

Maw–Der Foo | Zendy; Hillary Anger Elfenbein | Zendy; Hwee Hoon Tan | Zendy; Voon Chuan Aik | Zendy

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EMOTIONAL INTELLIGENCE AND NEGOTIATION: THE TENSION BETWEEN CREATING AND CLAIMING VALUE

Author(s) -

Maw–Der Foo,

Hillary Anger Elfenbein,

Hwee Hoon Tan,

Voon Chuan Aik

Publication year - 2004

Publication title -

international journal of conflict management

Language(s) - English

Resource type - Journals

SCImago Journal Rank - 0.513

H-Index - 53

eISSN - 1758-8545

pISSN - 1044-4068

DOI - 10.1108/eb022920

Subject(s) - negotiation , psychology , emotional intelligence , social psychology , value (mathematics) , contrast (vision) , order (exchange) , sociology , computer science , economics , social science , finance , machine learning , artificial intelligence

As a departure from past research on emotional intelligence (EI), which generally examines the influence of an individual\u27s level of EI on that individual\u27s 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

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