Negotiation Mastery: Why Emotional Intelligence Matters

Michael Kalikow and Katherine Monson

The ability to manage our own emotions and deal with those of our counterparts is one of the distinguishing factors of effective negotiators. Although we might wish we could just focus on resolving the substantive issues and leave the emotions out of it, that’s not realistic when human beings come together to resolve differences and reach agreements. The term “emotional intelligence” has become a fixture in discussions about leadership success, but it is equally relevant to successful negotiation. In this article, we explore the central role emotional intelligence plays in mastering the negotiation process.


Published 2015