THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION

By I. Fulmer, B. Barry. 2004

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Moving emotional labor beyond surface and deep acting (2012, unknown): “…Brief, 1996), leadership (e.g., Gooty, Connelly, Griffith, & Gupta, 2010), workplace attitudes (e.g., Weiss & Cropanzano, 1996), conflict management and negotiation (e.g., Fulmer & Barry, 2004; van Kleef, De Dreu, & Manstead, 2004), and team functioning (e.g., Barsade, 2002; Kelly & Barsade, 2001).”
Emotional intelligence and counterpart mood induction in a negotiation (2006, background): “Fulmer and Barry (2004) identify several reasons why emotional intelligence should represent an asset in a negotiation.”
The relation between emotional intelligence and job performance: A meta‐analysis (2011, unknown): “…predictor in important domains such as academic performance, job performance, negotiation, leadership, emotional labor, trust, work–family conflict, and stress (Ashkanasy & Daus, 2002; Fulmer & Barry, 2004; Humphrey, 2002, 2006; Humphrey, Pollack, & Hawver, 2008; Jordan, Ashkanasy, & Hartel, 2002).”
The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010, methodology): “More specifically, we examine other forms of intelligence including cognitive ability (Barry & Friedman, 1998; Fulmer & Barry , 2004; Kurtzberg, 1998) and emotional intelligence (Elfenbein, Foo, White, Tan, & Aik, 2007; Foo, Elfenbein, Tan, & Aik, 2004; Fulmer & Barry, 2004), as well as personality…”