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BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS

John R. Ogilvie (University of Hartford)
Mary L. Carsky (University of Hartford)

International Journal of Conflict Management

ISSN: 1044-4068

Article publication date: 1 April 2002

1651

Abstract

With the increased emphasis on emotions in negotiation, an exercise is presented which can be used with a simulated negotiation to develop emotional skills. Linking research on the role of emotions in negotiation to emotional intelligence, we propose a set of activities to develop greater awareness, understanding, and ability to manage emotions while negotiating. The teaching note explains how to use two worksheets, one before and one during the simulation. Headings on the worksheets correspond to levels of emotional intelligence. Suggestions for debriefing along with supporting literature are provided.

Citation

Ogilvie, J.R. and Carsky, M.L. (2002), "BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS", International Journal of Conflict Management, Vol. 13 No. 4, pp. 381-400. https://doi.org/10.1108/eb022883

Publisher

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MCB UP Ltd

Copyright © 2002, MCB UP Limited

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