This paper aims to identify whether emotional intelligence relates to counterpart outcome satisfaction in negotiation contexts.
A negotiation simulation and a pre‐established measure of emotional intelligence were employed.
In Study 1, multi‐level models revealed that a participant's ability to understand emotion positively predicted his or her counterpart's outcome satisfaction. Study 2 replicates and extends this finding by showing the counterpart's outcome satisfaction, assessment of liking, and desire to negotiate again with the participant.
The mechanisms identifying how participants with high levels of understanding emotion induced their counterparts with positive affect were not examined.
This is the first empirical article to show a relationship between emotional intelligence and counterpart outcome satisfaction in a negotiation context.
Mueller, J.S. and Curhan, J.R. (2006), "Emotional intelligence and counterpart mood induction in a negotiation", International Journal of Conflict Management, Vol. 17 No. 2, pp. 110-128. https://doi.org/10.1108/10444060610736602Download as .RIS
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