TITLE

THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION

AUTHOR(S)
Fulmer, Ingrid Smithey; Barry, Bruce
PUB. DATE
July 2004
SOURCE
International Journal of Conflict Management;2004, Vol. 15 Issue 3, p245
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
What does it mean to be a "smart" negotiator? Few scholars have paid much attention to this question, a puzzling omission given copious research suggesting that cognitive ability (the type of intelligence commonly measured by psychometric tests) predicts individual performance in many related contexts. In addition to cognitive ability, other definitions of intelligence (e.g., emotional intelligence) have been proposed that theoretically could influence negotiation outcomes. Aiming to stimulate renewed attention to the role of intelligence in negotiation, we develop theoretical propositions linking multiple forms of intelligence to information acquisition, decision making, and tactical choices in bargaining contexts. We outline measurement issues relevant to empirical work on this topic, and discuss implications for negotiation teaching and practice.
ACCESSION #
19364127

Tags: NEGOTIATION;  COLLECTIVE bargaining;  RESEARCH;  COGNITIVE ability;  DECISION making;  EMOTIONAL intelligence;  PSYCHOMETRICS;  INTELLECT;  COLLECTIVE bargaining -- Education

 

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