Understanding The Application Of Emotional Intelligence

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Connor Hennessy Understanding the Application of Emotional Intelligence In Negotiations The art of negotiation has many factors which can determine the outcome of win, lose, compromise, or in some instances where the negotiation ends in a standstill. One of the more influential factors that can determine an outcome of any negotiation is emotional intelligence. We can expect that with every faucet that goes into negotiation, emotional intelligence ranks higher than most techniques, because it creates an unquantifiable link between the negotiating parties. Emotional Intelligence (EI) has been around for over a decade, however, it is still being developed in the business sector of negotiation. It is recognized by senior and upper level…show more content…
If we exert negative emotions such as anger, irritability, impatience, and sadness we leave ourselves open to manipulation, and create communication barriers that did not exist prior to our outbursts. Spontaneous reactions or negative emotions such as blushing, embarrassment, aggressiveness, or retaliation can reveal or true intentions or our primary goals and objectives. This makes us vulnerable and the other issue can obtain concessions that weren’t originally available. (Lewicki, Saunders, Barry, ‘Negotiation Reading and Exercises 6th Ed. 2009) EI comes into play to help avoid these situations, and to keep us calm and level-headed. Godemans, basic premise on emotional intelligence is taken from ‘Do Purchasing Professionals Need Emotional Intelligence?’ (2002) Godeman introduces EI under the premise of Emotional Quotient (EQ), it gauges the individual’s perceptions and attributes which define EI. In a sense, it’s a benchmark, a measurement of their EI in relation to others. Godeman states these elements as “The Seven Pillars to EI.” These elements are defined by: Self-Awareness, the ability to recognize your own feelings. Motivation is the drive and energy to achieve the results for both long and short term goals. Interpersonal Sensitivity, the ability to be aware of the needs and feelings of others, this can impact a negotiation as a loss or win. Intuition: the ability to use insight and interaction to arrive at and implement decisions
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