Impact of Emotional Intelligence on Negotiation Behaviour Economics: An Overview

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Page: 992-995

Aarushi Modi¹ and Nayanika Singh² (The Cathedral and John Connon School, Mumbai, Maharashtra¹ and Department of Psychology, Mahatma Gandhi State Institute of Public Administration, Sector-26, Chandigarh, Govt. of Punjab²)

This study examines the influence of Emotional Intelligence (EI) on negotiation behavior and outcomes. When bargaining, emotional intelligence (EI), which includes self-awareness, self-regulation, motivation, empathy, and social skills, is essential. According to empirical data, people with higher EI are better at establishing rapport and trust, which improves interpersonal relationships during negotiations. Higher EI does not, however, always translate into better economic results because highly sympathetic negotiators may put maintaining relationships ahead of maximizing their profits. Notably, Kim, Cundiff, and Choi’s (2014) study discovered that although Emotional Intelligence (EI) has a positive effect on social negotiation outcomes like trust and the desire to collaborate again, it has no discernible effect on joint economic gains. The study also emphasizes how rapport acts as a mediator in the relationship between these social outcomes and EI. These results highlight how crucial it is to incorporate emotional intelligence training into negotiation techniques in order to promote fair outcomes that respect both relational and financial goals.