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Title: Emotional intelligence and negotiation: The tension between creating and claiming value
Authors: Der Foo, M. 
Elfenbein, H.A.
Tan, H.H. 
Aik, V.C.
Keywords: Emotion
Emotional intelligence
Issue Date: 2004
Citation: Der Foo, M.,Elfenbein, H.A.,Tan, H.H.,Aik, V.C. (2004). Emotional intelligence and negotiation: The tension between creating and claiming value. International Journal of Conflict Management 15 (4) : 411-429. ScholarBank@NUS Repository.
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 EI 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.
Source Title: International Journal of Conflict Management
ISSN: 10444068
Appears in Collections:Staff Publications

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