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Emotional intelligence and counterpart mood induction in a negotiation

Jennifer S. Mueller (Wharton School, University of Pennsylvania, Philadelphia, Pennsylvania, USA)
Jared R. Curhan (Sloan School of Management, Massachusetts Institute of Technology, Cambridge, Massachusetts, USA)

International Journal of Conflict Management

ISSN: 1044-4068

Article publication date: 1 May 2006

4199

Abstract

Purpose

This paper aims to identify whether emotional intelligence relates to counterpart outcome satisfaction in negotiation contexts.

Design/methodology/approach

A negotiation simulation and a pre‐established measure of emotional intelligence were employed.

Findings

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.

Practical implications

The mechanisms identifying how participants with high levels of understanding emotion induced their counterparts with positive affect were not examined.

Originality/value

This is the first empirical article to show a relationship between emotional intelligence and counterpart outcome satisfaction in a negotiation context.

Keywords

Citation

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/10.1108/10444060610736602

Publisher

:

Emerald Group Publishing Limited

Copyright © 2006, Emerald Group Publishing Limited

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