TY  - JOUR
AB  - As a departure from past research on emotional intelligence (EI), which generally examines the influence of an individual's level of EI on that individual's consequences, we examined relationships between the emotional intelligence (EI) of both members of dyads involved in a negotiation in order to explain objective and subjective outcomes. As expected, individuals high in EI reported a more positive experience. However, surprisingly, such individuals also achieved significantly lower objective scores than their counterparts. By contrast, having a partner high in EI predicted greater objective gain, and a more positive negotiating experience. Thus, high EI individuals appeared to benefit in affective terms, but appeared to create objective value that they were less able to claim. We discuss the tension between creating and claiming value, and implications for emotion in organizations.
VL  - 15
IS  - 4
SN  - 1044-4068
DO  - 10.1108/eb022920
UR  - https://doi.org/10.1108/eb022920
AU  - Der Foo Maw
AU  - Anger Elfenbein Hillary
AU  - Hoon Tan Hwee
AU  - Chuan Aik Voon
PY  - 2004
Y1  - 2004/01/01
TI  - EMOTIONAL INTELLIGENCE AND NEGOTIATION: THE TENSION BETWEEN CREATING AND CLAIMING VALUE
T2  - International Journal of Conflict Management
PB  - Emerald Group Publishing Limited
SP  - 411
EP  - 429
Y2  - 2024/04/16
ER  -