EVALUATING EFFECTIVENESS OF EMOTIONAL INTELLIGENCE IN NEGOTIATIONS

Emotions and its role in negotiation have received considerable interest in literature in the recent years. Knowing that there are a number of complexities involved in managing emotions during negotiations, Emotional Intelligence (EI) comes into the picture. The concept is receiving growing interest in organizations, leadership and work outcomes. An emotionally intelligent person is said to manage emotions effectively by being aware of his own emotions and regulating emotions when required. This could also be implied as using emotions strategically. Although, the concept has been said to help negotiate in an integrative manner, it also has limitations with some researchers, not holding the concept to be well-defined. Hence, the following essay aims to evaluate effectiveness of EI in negotiations. We try to understand how developing EI can assist in managing emotions and to what extent it can be used strategically for better outcomes in negotiation.