BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS

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John R. Ogilvie (Universityn of Hartford)Mary L. Carsky (Universityof Hartford)

With the increased emphasis on emotions in negotiation, an exercise is presented which can be used with a simulated negotiation to develop emotional skills. Linking research on the role of emotions in negotiation to emotional intelligence, we propose a set of activities to develop greater awareness, understanding, and ability to manage emotions while negotiating. The teaching note explains how to use two worksheets, one before and one during the simulation. Headings on the worksheets correspond to levels of emotional intelligence. Suggestions for debriefing along with supporting literature are provided.

BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS

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