Emotional intelligence and counterpart mood induction in a negotiation

International Journal of Conflict Management

Volumn 17, Issue 2, 2006, Pages 110-128

  Mueller, Jennifer S ^a   Curhan, Jared R ^b  

^a UNIVERSITY OF PENNSYLVANIA   (United States)

^b MASSACHUSETTS INSTITUTE OF TECHNOLOGY   (United States)

Author keywords

Emotional intelligence; Negotiating

Indexed keywords

EID: 34047263970     PISSN: 10444068     EISSN: None     Source Type: Journal    
DOI: 10.1108/10444060610736602     Document Type: Article

References (76)

1. Baron, R.M. and Kenny, D.A. (1986), "The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations", Journal of Personality & Social Psychology, Vol. 51, pp. 1173-82.
2. Barsade, S.G. (2002), "The ripple effects: emotional contagion and its influence on group behavior", Administrative Science Quarterly, Vol. 47, pp. 644-75.
3. Bartel, C.A. and Saavedra, R. (2000), "The collective construction of work group moods", Administrative Science Quarterly, Vol. 45, pp. 197-231.
4. Bayazit, M. and Mannix, E.A. (2003), "Should I stay or should I go? Predicting team members' intent to remain in the team", Small Groups Research, Vol. 34, pp. 290-321.
5. Berry, D.S. (1990), "Taking people at face value: evidence for the kernel of truth hypothesis", Social Cognition, Vol. 8, pp. 343-61.
6. Bontempo, R. (1994), "The acquisition of Rio Copa Foods", unpublished negotiation simulation, Columbia University, New York, NY.
7. Brackett, M.A., Rivers, S.E., Shiffman, S., Lerner, N. and Salovey, P. (2006), "Relating emotional abilities to social functioning: a comparison of self-report and performance measures of emotional intelligence", Journal of Personality and Social Psychology, Vol. 91, pp. 780-95.
8. Brockner, J., Chen, Y.-R., Mannix, E.A., Leung, K. and Skarlicki, D.P. (2000), "Culture and procedural justice: when the effects of what you do depend upon how you do it", Administrative Science Quarterly, Vol. 45, pp. 138-59.
9. Carnevale, P.J. and Isen, A.M. (1986), "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation", Organizational Behavior & Human Decision Processes, Vol. 37, pp. 1-13.
10. Carnevale, P.J., Pruitt, D.G. and Carrington, P.I. (1982), "Effects of future dependence, liking, and repeated requests for help on helping behavior", Social Psychology Quarterly, Vol. 45, pp. 9-14.
11. Cote, S. and Miners, C.T.H. (2006), "Emotional intelligence, cognitive intelligence and job performance", Administrative Science Quarterly, Vol. 51, pp. 1-28.
12. Craver, C.B. (2002), The Intelligent Negotiator: What to Say, What to Do, and How to Get What You Want - Every Time, Prima Publishing, Roseville, CA.
13. Curhan, J.R., Eisenkraft, N. and Elfenbein, H.A. (2007), "Subjective value pays off: economic consequences of social psychological outcomes realized in a subsequent negotiation", working paper, Massachusetts Institute of Technology, Cambridge, MA.
14. Curhan, J.R., Elfenbein, H. and Xu, H. (2006), "What do people value when they negotiate?, Mapping the domain of subjective value in negotiation", Journal of Personality and Social Psychology, Vol. 91, pp. 493-512.
15. Daus, C.S. and Ashkanasy, N.M. (2005), "The case for the ability-based model of emotional intelligence in organizational behavior", Journal of Organizational Behavior, Vol. 26, pp. 453-66.
16. Davis, M.H. (1983), "Measuring individual differences in empathy: evidence for a multidimensional approach", Journal of Personality and Social Psychology, Vol. 44, pp. 113-26.
17. Day, A.L. and Carroll, S.A. (2004), "Using an ability-based measure of emotional intelligence to predict individual performance, group performance, and group citizenship behaviours", Personality and Individual Differences, Vol. 36, pp. 1443-58.
18. Dovidio, J.F., Gaertner, S.L., Isen, A.M. and Lowrance, R. (1995), "Group representations and intergroup bias: positive affect, similarity, and group size", Personality & Social Psychology Bulletin, Vol. 21, pp. 856-65.
19. Elfenbein, H.A. and Ambady, N. (2002), "Predicting workplace outcomes from the ability to eavesdrop on feelings", Journal of Applied Psychology, Vol. 87, pp. 963-71.
20. Engle, E.M. and Lord, R.G. (1997), "Implicit theories, self-schemas, and leader-member exchange", Academy of Management Journal, Vol. 40, pp. 988-1010.
21. Folkman, S. and Lazarus, R.S. (1985), "If it changes it must be a process: study of emotion and coping during three stages of a college examination", Journal of Personality and Social Psychology, Vol. 48, pp. 150-70.
22. Folkman, S. and Lazarus, R.S. (1988), "Coping as a mediator of emotion", Journal of Personality and Social Psychology, Vol. 54, pp. 466-75.
23. Foo, D.M., Elfenbein, H.A., Tan, H.H. and Aik, V.C. (2004), "Emotional intelligence and negotiation: the tension between creating and claming value", International Journal of Conflict Management, Vol. 15, pp. 411-29.
24. Forgas, J.P. (2000), "Affect and information processing strategies: an interactive relationship", in Forgas, J.P. (Ed.), Feeling and Thinking: The Role of Affect in Social Cognition, Studies in Emotion and Social Interaction, 2nd Series, Cambridge University Press, New York, NY, pp. 253-80.
25. Fox, S. and Spector, P.E. (2000), "Relations of emotional intelligence, practical intelligence, . general intelligence, and trait affectivity with interview outcomes: it's not all just 'G'; Journal of Organizational Behavior, Vol. 21, pp. 203-20.
26. Froman, L.A. and Cohen, M.D. (1970), "Compromise and logroll: comparing efficiency of two bargaining processes", Behavioral Science, Vol. 30, pp. 180-3.
27. Fulmer, I.S. and Barry, B. (2004), "The smart negotiator: cognitive ability and emotional intelligence in negotiation", International Journal of Conflict Management, Vol. 15, pp. 245-72.
28. George, J.M. and Brief, A.P. (1992), "Feeling good doing good: a conceptual analysis of the mood at work organizational spontaneity relationship", Psychological Bulletin, Vol. 112, pp. 310-29.
29. Gohm, C.L., Corser, G.C. and Dalsky, D.J. (2005), "Emotional intelligence under stress: useful, unnecessary, or irrelevant?", Personality and Individual Differences, Vol. 39, pp. 1017-28.
30. Groenenboom, A., Wilke, H.A.M. and Wit, A.P. (2001), "Will we be working together again? The impact of future interdependence on group members' task motivation", European Journal of Social Psychology, Vol. 31, pp. 369-78.
31. Gross, J.J. (1998), "Antecedent- and response-focused emotion regulation: divergent consequences for experience, expression, and physiology", Journal of Personality and Social Psychology, Vol. 74, pp. 224-37.
32. Hecht, L.W. and Schraeder, W.B. (1986), Technical Report on Test Development and Score Interpretation for GMAT Users, Graduate Management Admissions Council, Los Angeles, CA.
33. Isen, A.M. and Baron, R.A. (1991), "Positive affect as a factor in organizational behavior", Research in Organizational Behavior, Vol. 13, pp. 1-53.
34. Isen, A.M., Clark, M. and Schwartz, M.F. (1976), "Duration of the effect of good mood on helping: "Footprints on the sands of time'", Journal of Personality & Social Psychology, Vol. 34, pp. 385-93.
35. Isen, A.M., Johnson, M.M., Mertz, E. and Robinson, G.F. (1985), "The influence of positive affect on the unusualness of word associations", Journal of Personality and Social Psychology, Vol. 48, pp. 1413-26.
36. Isen, A.M., Shalker, T.E., Clark, M and Karp, L. (1978), "Affect, accessibility of material in memory, and behavior: a cognitive loop?", Journal of Personality and Social Psychology, Vol. 36, pp. 1-12.
37. Kafetsios, K. (2004), "Attachment and emotional intelligence abilities across the life course", Personality and Individual Differences, Vol. 37, pp. 12945.
38. Kass, E.E. (2003), "Interactional justice, negotiator outcome satisfaction, and desire for future negotiations: the mediating role of counterfactual generation and trust", paper presented at the 18th Annual International Association of Conflict Management Conference, Melbourne.
39. Kenny, D.A. and Judd, C.M. (1996), "A general procedure for the estimation of interdependence", Psychological Bulletin, Vol. 119, pp. 138-48.
40. Kenny, D.A. and La Voie, L. (1985), "Separating individual and group effects", Journal of Personality & Social Psychology, Vol. 48, pp. 339-48.
41. Kenny, D.A., Mannetti, L., Pierro, A., Livi, S. and Kashy, D.A. (2002), "The statistical analysis of data from small groups". Journal of Personality & Social Psychology, Vol. 83, pp. 126-37.
42. Kopelman, S., Rosette, A. and Thompson, L. (2006), "The three faces of Eve: strategic displays of positive, negative, and neutral emotions in negotiations", Organizational Behavior and Human Decision Processes, Vol. 99, pp. 81-101.
43. Kumari, V. and Corr, P.J. (1996), "Menstrual cycle, arousal-induction, and intelligence test performance", Psychological Reports, Vol. 78, pp. 51-8.
44. Kurtzberg, T.R. (2005), "Feeling creative, being creative: an empirical study of diversity and creativity in teams", Creativity Research Journal, Vol. 17, pp. 51-65.
45. Lakin, J.L., Jefferis, V.E., Cheng, CM. and Chartrand, T.L. (2003), "The chameleon effect as social glue: evidence for the evolutionary significance of nonconscious mimicry", Journal of Nonverbal Behavior, Vol. 27, pp. 145-62.
46. Lewicki, R.J. and Hiam, A. (1999), The Fast Forward MBA in Negotiating and Deal Making, HRD Press, Amherst, MA.
47. Liden, R.C., Wayne, S.J. and Stilwell, D. (1993), "A longitudinal study on the early development of leader-member exchanges", Journal of Applied Psychology, Vol. 78, pp. 662-74.
48. Littell, R.C., Milliken, G.A., Stroup, WAV. and Wolfinger, R.D. (2002), SAS System for Mixed Models, SAS Institute, Cary, NC.
49. Lopes, P.N., Salovey, P. and Srraus, R. (2003), "Emotional intelligence, personality, and the perceived quality of social relationships", Personality & Individual Differences, Vol. 35, pp. 6-41-58.
50. Lopes, P.N., Salovey, P., Cote, S., Beers, M. and Petty, R.E. (2005), "Emotion regulation abilities and the quality of social interaction", Emotion, Vol. 5, pp. 113-18.
51. Lopes, P.N., Brackett, M.A., Nezlek, J.B., Schutz, A., Sellin, I. and Salovey, P. (2004), "Emotional intelligence and social interaction", Personality and Social Psychology Bulletin, Vol. 30, pp. 1018-34.
52. Lyons, J.B. and Schneider, T.R. (2005), "The influence of emotional intelligence on performance", Personality and Individual Differences, Vol. 39, pp. 693-703.
53. Mannix, E.A., Tinsley, C.H. and Bazerman, M. (1995), "Negotiating over time: impediments to integrative solutions", Organizational Behavior & Human Decision Processes, Vol. 62, pp. 241-51.
54. Mayer, J.D. and Salovey, P. (1997), "What is emotional intelligence?", in Salovey, P. and Sluyter, D.J. (Eds), Emotional Development and Emotional Intelligence: Educational Implications, Basic Books, New York, NY, pp. 3-34.
55. Mayer, J.D., Salovey, P. and Caruso, D. (2000), "Models of emotional intelligence", in Sternberg, R.J. (Ed.), Handbook of Intelligence, Cambridge University Press, Cambridge, pp. 396-420.
56. Mayer, J.D., Salovey, P. and Caruso, D.R. (2002), Mayer-Salovey-Caruso Emotional Intelligence Test (MSCEIT) Item Booklet, MHS Publishers, Toronto.
57. Mayer, J.D., Salovey, P., Caruso, D.R. and Sitarenios, G. (2003), "Measuring emotional intelligence with the MSCEIT V2.0.", Emotion, Vol. 3, pp. 97-105.
58. Mikulincer, M. and Shaver, P.R. (2003), "The attachment behavioral system in adulthood: activation, psychodynamics, and interpersonal processes", in Zanna, M.P. (Ed.), Advances in Experimental Social Psychology, No. 35, Elsevier Academic Press, San Diego, CA, pp. 53-152.
59. Ogilvie, J.R. and Carsky, M.L. (2002), "Building emotional intelligence in negotiations", International Journal of Conflict Management, Vol. 13, pp. 381-400.
60. Oliver, R.L., Balakrishnan, P.V. and Barry, B. (1994), "Outcome satisfaction in negotiation: a test of expectancy disconfirmation", Organizational Behavior & Human Decision Processes, Vol. 60, pp. 252-75.
61. O'Reilly, C. and Chatman, J.A. (1994), "Working smarter and harder: a longitudinal study of managerial success", Administrative Science Quarterly, Vol. 39, pp. 603-27.
62. Pruitt, D. (1981), Negotiation Behavior, Academic Press, New York, NY.
63. Pruitt, D.G. (1983), "Strategic choice in negotiation", American Behavioral Scientist, Vol. 27, pp. 167-94.
64. Reis, H.T. and Collins, N. (2000), "Measuring relationship properties and interactions relevant to social support", in Sheldon, C., Underwood, L. and Gottlieb, B.H. (Eds), Social Support Measurement and Intervention: A Guide for Health and Social Scientists, Oxford University Press, London, pp. 136-92.
65. Reis, H.T., Collins, W. and Berscheid, E. (2000), "The relationship context of human behavior and development", Psychological Bulletin, Vol. 126, pp. 844-72.
66. Russell, J.A., Weiss, A. and Mendelsohn, G.A. (1989), "Affect grid: a single-item scale of pleasure and arousal", Journal of Personality & Social Psychology, Vol. 57, pp. 493-502.
67. Salovey, P., Bedell, B.T., Detweiler, J.B. and Mayer, J.D. (1999), "Coping intelligently: emotional intelligence and the coping process", in Snyder, C.R. (Ed.), Coping: The Psychology of What Works, American Psychological Association, Washington DC, pp. 125-54.
68. Salovey, P., Mayer, J.D., Caruso, D. and Lopes, P.N. (2003), "Measuring emotional intelligence as a set of abilities with the Mayer-Salovey-Caruso Emotional Intelligence Test", in Lopez, S.J. and Snyder, C.R. (Eds), Positive Psychological Assessment: a Handbook of Models and Measures, American Psychological Association, Washington, DC, pp. 251-65.
69. Sonnby-Borgstroem, M., Joensson, P. and Svensson, O. (2003), "Emotional empathy as related to mimicry reactions at different levels of information processing", Journal of Nonverbal Behavior, Vol. 27, pp. 3-23.
70. Tangney, J.P., Wagner, P., Fletcher, C. and Gramzow, R. (1992), "Shamed into anger? The relation of shame and guilt to anger and self-reported aggression", Journal of Personality & Social Psychology, Vol. 62, pp. 669-75.
71. Thompson, L. (2001), The Mind and Heart of the Negotiator, Prentice-Hall, Upper Saddle River, NJ.
72. Thompson, L. and Hrebec, D. (1996), "Lose-lose agreements in interdependent decision-making", Psychological Bulletin, Vol. 120, pp. 396-409.
73. Valley, K.L. and Medvec, V.H. (1996), Adam Baxter Company/Local 190, Harvard Business School Exercise, Boston, MA.
74. Watson, D., Clark, A.L. and Tellegen, A. (1988), "Development and validation of brief measures of positive and negative affect: the PANAS scales", Journal of Personality and Social Psychology, Vol. 54, pp. 1063-70.
75. Wayne, S.J. and Liden, R.C. (1995), "Effects of impression management on performance ratings: a longitudinal study", Academy of Management Journal, Vol. 38, pp. 232-60.
76. Weisinger, H. (1998), Emotional Intelligence at Work, Jossey-Bass, San Francisco, CA.