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Journal cover: International Journal of Conflict Management

International Journal of Conflict Management

ISSN: 1044-4068

Online from: 1990

Subject Area: Management Science/Management Studies

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THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION


Document Information:
Title:THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION
Author(s):Ingrid Smithey Fulmer, (Michigan State University Eli Broad Graduate School of Management, Michigan State University, East Lansing, MI 48224–1122. (fulmer@msu.edu)), Bruce Barry, (Vanderbilt University)
Citation:Ingrid Smithey Fulmer, Bruce Barry, (2004) "THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION", International Journal of Conflict Management, Vol. 15 Iss: 3, pp.245 - 272
Keywords:Cognitive ability, Emotional intelligence, Negotiation
Article type:General review
DOI:10.1108/eb022914 (Permanent URL)
Publisher:Emerald Group Publishing Limited
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.


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