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- W2297039076 abstract "Negotiators create and claim both economic capital and relational capital. Emotions, interacting with cognitions, define the nature and the process of negotiations. Emotional intelligence offers a promising perspective for understanding the interaction between emotions and cognitions. Given that emotions carry relational meanings, we argue that high EI negotiators tend to have high chronic accessible relational self-construal (RSC), which guides relational emotion processes. Depending on whether instrumental outcomes are contingent upon negotiation performance, negotiators engage in different relational behavior in negotiation exchange. When instrumental outcomes were not contingent on negotiation performance, higher EI negotiators attained higher relational capital but sacrificed joint economic capital (Study 1). However, when instrumental outcomes were contingent on negotiation performance, higher EI negotiators attained higher relational capital and higher joint economic capital (Study 2). Higher EI dyads were even more likely to construct a contingent agreement to increase joint economic capital than lower EI dyads (Study 2)." @default.
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- W2297039076 date "2011-01-01" @default.
- W2297039076 modified "2023-09-24" @default.
- W2297039076 title "Re-Examining the Role of Emotional Intelligence in Negotiations" @default.
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- W2297039076 doi "https://doi.org/10.2139/ssrn.1872141" @default.
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