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

By Maw-Der Foo, Hillary Anger Elfenbein, H. Tan, V. C. Aik. 2004

188 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/2af8ef6587b34802baad469387258faa45922534

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Organizational Behavior and Human Resource Management

1. Ashlea Troth
2. Peter J. Jordan
3. S. Lawrence
4. Jennifer S. Mueller
5. Jared R. Curhan
6. Herman H. M. Tse
7. Stéphane Côté
8. N. Nair

In Social Psychology

1. Ashlea Troth
2. Peter J. Jordan
3. Stéphane Côté
4. S. Lawrence
5. Jennifer S. Mueller
6. Jared R. Curhan
7. Herman H. M. Tse
8. N. Nair

In Sociology and Political Science

1. Stéphane Côté
2. Herman H. M. Tse
3. Ashlea Troth
4. Peter J. Jordan
5. Jared R. Curhan
6. Jennifer S. Mueller
7. S. Lawrence
8. N. Nair

Citations in the corpus

• Emotional intelligence and counterpart mood induction in a negotiation (2006, background): “Based on this relevant theory and empirical evidence that emotional intelligence does play an important role in the context of negotiations ( Foo et al. , 2004”
• A multilevel model of emotional skills, communication performance, and task performance in teams (2012, result): “These findings support previous research that establishes a general link between EI and the maintenance of relationships (Foo et al., 2004).”
• The impact of emotional intelligence on accuracy of self‐awareness and leadership performance (2011, unknown): “Although research has shown that self-awareness does not always lead to performance gains in negotiation situations (Der Foo et al., 2004), there is a well-established body of research which generally affirms the contention that self-awareness has a positive impact on leadership performance (e.g.…”
• Towards understanding the role of emotions in conflict: a review and future directions (2008, background): “…of mood or affect and the effect of emotions on conflict has been examined in terms of discrete or negative emotions, EI or with respect to negotiations (Der Foo et al., 2004; Desivilya and Yagil, 2005; Fisher, 2000; Forgas, 1998; George, 1989, 1990; Lanzetta, 1989; Yang and Mossholder, 2004).”
• Emotional Intelligence in Organizations (2014, background): “…average overall EI of the negotiatorswithin each dyad predicted the value created in the dyad (holding several traits of personality and demographic characteristics constant), but negotiators with the highest overall EI score in each dyad claimed less value than their opponents (Foo et al. 2004).”