Question:
Discuss about the Critique of Emotional Intelligence Service.
The individual differences can play a major role in negotiation, even if it is elusive. There have been several researches which tried to link the negotiation process and personality traits and their possible outcomes, however there have not been much positive findings. As stated by Goleman, Boyatzis & McKee (2013) the negotiation has been a valuable context which can explore the further consequences of the emotions as the negotiating situations can be infused with several emotions at times. These emotions also help the individuals to shape their feelings regarding the negotiating situations and the objective results out of the situations. These outcomes can be of several types such as the compromise an individual is going to make or the trouble they are going to bear for the entire situation. The psychological theories that are concerned with the development of the emotional procedures and their role on the functional value of the social interactions that take place every day. Evaluating the functional perspective, it can be said that the personal characteristics of the individual matter to a great extent in terms of the adapting and enhancing the social contact. Killgore et al. (2015) also argues that the emotions are greatly related with this part as they tend to provide an important mechanism for all the individuals who are involved in any negotiating situation in order to synchronize their personal relationships and further interactions with the other people in the surroundings. It should be noted that the emotional contagion within the groups, emotional labor also play a great part in such situations. Druskat, Mount & Sala (2013) has indicated that the emotional intelligence also plays a major role in the negotiating situations. Therefore this essay will evaluate the impact of the emotional intelligence or the capability of understanding of the emotions on the negotiation outcomes and how it assists the potential negotiator.
As this essay will explore the emotional intelligence within an individual and its impact on the negotiating outcome, it is important to understand the concept of emotional intelligence. Emotional intelligence is a concept that involves different kinds of competencies which tend to allow a person being aware of and understand and control their emotions in accordance to the situations and to understand others’ emotions and utilize that knowledge for fostering their own success and even others’ (Petri?evi?, Golub & Rovan, 2015). The people who have developed a higher emotional intelligence can be proved to be more successful in the professional world as they have the capability of understanding other’s emotion and can behave accordingly. These people can use their emotions as indications to whatever their mind and body is trying to tell them. Therefore they can also use their emotional intelligence for understanding the situations in a more profound way and comprehend others’ point of view. Emotional intelligence also helps people to overcome different kinds of emotional obstacles which can act as hindrances for their future life. They are also capable of understanding what others feel and why they feel that way and what exactly they are doing, therefore they can utilize this knowledge for performing at their best (Dong, Seo & Bartol, 2014). People with emotional intelligence can also resolve any kinds of conflict in an easier way and have the capability of recovering from all kinds of setbacks in their lives. These people are also good at handling the crisis situations, have strong communication ability and can be much successful in places where other will fail.
Ciarrochi & Mayer (2013) has indicated that the emotional intelligence tends to influence the outcomes in work places. For instance, a recent study has found out that the self reporting of emotional intelligence of the employees is directly related to the evaluations of their supervisors in terms of interpersonal facilitation, dedication to their jobs and performance of the tasks. Therefore, the idea of emotional intelligence has also generated much excitement in the academic field and gained a lot of light from the psychological research.
Concerning the issue of negotiations, it can be said that negotiating situations are the once that offers a setting where the individual can study the emotional impacts an provide a perfect scope for evaluating not only the emotional capability and its outcomes in future, rather at the same time, it also offers the opportunity of comprehending the capability of the interacting partners. If an individual involved in the negotiation process, is not capable of regulating her or his own emotions, there are high chances that the negotiation will turn into something which will generate an outcome which will not be satisfactory to any of the parties involved in the negotiation process (Murphy, 2014). As the mutual social influence is an inherent capability, emotional intelligence along with the comprehension of the social influence can shape the objectives of the negotiators and bring the subjective negotiation outcomes.
The most distinguishing feature of effective negotiators is that he or she has the capability of managing their own emotions along with dealing with their counterparts. Even though most of the times, the negotiators focus on resolving the existing issue while keeping the entire emotional part out of the situation, it is not really pragmatic that the human beings are coming together keeping all their emotions out of the situation and reach a point where both the parties are having satisfactory outcomes. Whenever, two parties are involved in negotiation, the most dominant thought of the mind is whatever an individual wants to achieve or what exactly is important to them or what they think as a fair deal. However, it is also important to think that what the other person or the other involved stakeholders are thinking about the outcome of the situation (Qualter et al., 2017). Most commonly, people tend to focus on their individual agendas and do not consider the point of view of other parties and people while negotiating. However, this tends to make people to push the proposals to a point where no one is happy with the outcome. If one fails to understand their respective counterparts while negotiating, they may end up damaging critical relationship along with wasting a lot of time. Moreover, most of the times people end up resulting a lost deal if they fail to understand the emotions of their counterparts in a negotiation.
In contrast to that, the negotiators who utilize their emotional intelligence to comprehend the point of view of other people and keep their own selves in other peoples’ shoe due to their internal empathy; they can be able to understand the requirements of the other party along with their own situation. Karimi et al. (2014) has indicated that the empathy has two different kinds of aspects, emotional and cognitive. The emotional empathy mostly refers to the capability of understanding what other people feel about a certain situation. On the other hand the cognitive empathy refers to the ability of situating own self to another people’s world. This also refers to the profound understanding of how other people view a certain situation, what are their priorities and what kind of external and internal pressures they tend to face. Both of these empathies are significant for a good negotiator. Therefore a good negotiator is also seen to learn things systematically and quickly for exploring the major strategic factors which will help them to determine the entire negotiating landscape; therefore they can evaluate different factors from the perspective of other people as well as their counterparts (MacCann et al., 2014). There are several people who may face issues for comprehending other people’s perspective; it is because they are strongly focused towards their own agendas. Therefore they may lack adequate emotional intelligence, especially when they have a strong investment of emotions to a specific viewpoint or outcome. Empathy is a major part of emotional intelligence as reading the counterpart while negotiating is important as it enhances the chances of making difficult decisions while one has to redirect their own way of thoughts or their part of the reasons (Di Fabio & Saklofske, 2014). Therefore it can be said that the empathy can also be utilized as a major factor if one wants to build relationships and establish rapports. Both of these are helpful for the conversation quality between the negotiators, as it will later determine the probability of reaching positive agreements.
If the world would be ideal, the negotiators would come up to the other one with adequate respect and in a collaborative way. In most situations, it is infused with conflicts, tension and disrespectful complements. There are many instances, where the responses between the negotiators turn into different approaches such as hurling insults or making threats to them or manipulating necessary information (Ang & Van Dyne, 2015). No matter how experienced or novice the negotiator is, it is difficult to deal with the situation if the tactics for negotiation are challenging. For instance, if the client of a sales representative makes them to wait for a long time and then disrespects them with the quality of products and threatens them to move out the business to one of their competitors. Such situations require handling the emotions of both the parties. Therefore dealing with such situations requires negotiating procedures and the ability of learning the self management, self awareness and empathy. The concept of self awareness here indicate to knowing the specific situations which can result into a negative outcome or how one can behave while they face difficult situations. However, these situations requires staying productive while faced with negative situations and makes positive choices for responding in different methods so that the outcome is aligned with the objectives of both the parties (Wheeler, 2016). Therefore while in a negotiation, one faces difficult bargainer, it is highly expected that he or she faced an amygdale hijack. This refers to the part of the human brain which is responsible to operate when one has to protect his or himself. This part of the brain is activated with the perceived or real threat, the automatic stress organs tend to start working and the rational part of the brain named neocortex stops working. As stated by Ang & Van Dyne (2015) most of the threats that are made within a negotiation, the negotiators are not threatening in real life, but the amygdale tends to perceive those threats as real. The studies have also shown there is a close relation between the emotional and cognitive procedures. The emotional intelligence and psychometric intelligence share a same neural system for integrating all the social, cognitive and affective processes. Therefore it affects the negotiating situations and the outcome of such situation also depends on the social knowledge that a person has and the cognitive developments are also dependent on that as well.
According to Serrat (2017) not only at the neurological level, the understanding of emotions can also impact the negotiation and reaching the desired outcome also at the practical level. The higher the level of emotional intelligence is the more it is beneficial to the involved individuals in a negotiation. Creating the value is also a part of the dilemma in the communications; both the involved parties have to understand the interests of other parties so that they can explore several areas of common interests and makes a deal which can be favorable to both the parties (Miners, Côté & Lievens, 2017). However, most of the times, both the parties are less interested in disclosing their interests to each other which creates more dilemma in the situation. Kelly & Kaminskien? (2016) has indicated that the capability of having higher emotional intelligence makes the individuals understand others’ emotions so that they can contribute to the self awareness that whether the other party in the negotiation is happy with the outcome or the possible outcomes. Having emotional intelligence makes the individual understand the cues in communication while maintaining a positive attitude during the difficult times. Therefore the factors can be beneficial in creating the mutual objective value.
The regulation of other peoples’ emotion can facilitate the negotiating situations as well. The dimension of the emotional intelligence can be helpful for the negotiator to focus on fulfilling the joint interests and have the perspective while their emotions start running high. The emotions can also lead the individual to an impulsive decision during the process of negotiation (Kim, Cundiff & Choi, 2014). For instance, being angry can act as a hindrance and cause a huge loss of trust in the counterpart in the negotiation. However, in contrast to that, if both the parties start taking positive actions, both can agree on a mutual decision, therefore they can establish a sense of reciprocity between both of them. If they avoid taking the premature judgments, both the involved parties can start exploring their interests and facilitate the common gains. Therefore the negotiator who has the higher emotional intelligence, he or she is expected to lead to a situation which is beneficial to both of them. However, in a negotiation, there are several more things other than the interactive bargaining. In a similar way the effective negotiation also depends on the capability of both the parties in managing both the disturbing and integrating factors in the discussion. Therefore these abilities are largely related with the emotional intelligence as they assist the negotiators for creating the common value even if there is a large share of the individual value in the common decision. Furthermore, understanding the subtle communication cues and following the reactions of the other party is sufficient for a person with higher emotional intelligence for deciding the options that aare to be made for reaching the mutual decision.
As stated by Miners, Côté & Lievens, (2017) in the negotiation procedure the level of emotional intelligence in an individual is directly related to the objective outcomes which is determined by the kind of decision is taken at the end of the negotiation. Therefore the perspective of the higher emotional intelligence can be a positive factor in the successful interaction. It has been found out that the people with higher emotional intelligence tend to have a positive and creative relation with other individual, whereas the people with lower emotional intelligence tend to report the exact opposite, a negative relation, even with their close friends and acquaintance. Most of the findings of previous research in this field indicate that there are more subjective outcome and description of the higher quality interpersonal experiences as the objective or financial rewards. In a similar way, in such situations value can be created considering the objective outcomes like financial benefits and salary. Negotiation with such values can be can also be generated by knowing the feelings of the negotiators regarding the outcomes of the negotiation. Therefore this also requires the capability of managing the difficult situations where the emotions run high (Kim, Cundiff & Choi, 2014). Therefore it has been seen that, even in these situation the individual with higher emotional intelligence can have the larger benefits and a positive experience. Therefore emotional intelligence can also be linked with the higher satisfaction in life, even though the effective regulations in the emotions can be positive and negotiators can both meet their individual objective interests along with developing a sense of good relationship with their counterparts in negotiation.
As indicated by Kelly & Kaminskien? (2016) the emotional intelligence level is also positively linked with the positive experience which is faced by an individual during the negotiation period. It has also been found that the people with higher emotional intelligence have more polite and positive interactions in the society as they are benefitted with the positive impacts of the emotional intelligence. If an individual can extend the benefits of the emotional intelligence, they can be expected to regulate the emotions of other people as well. A negotiator with a higher level of emotional intelligent is capable of creating a situation that is infused with positive experiences during the negotiation for both the partners. Therefore, it can be said the one part of the emotional intelligence can direct the emotional abilities of the individual for improving their personal performance. However the partner with higher emotional intelligence can also have the capabilities of comprehending the point of view of the other party. Therefore they can also identify whether their partners are satisfied with the possible outcome of the negotiation process. Despite having the potential of the personal performance, it is also expected from the individuals that they can benefit by negotiating with the partners who have higher emotional intelligence. Furthermore the positive emotions can also indicate to the situations with cognitive flexibility and the strategies that act as hindrances for any kind of negative outcome (Kim, Cundiff & Choi, 2015). In contrast to that, the negative emotions can lead the negotiating partners to a situation which can be pretty disturbing. If the interactions are integrative, it can be very much beneficial for the negotiation and increase the chances of reaching a mutual outcome.
There are also models of emotional intelligence which can be effective in evaluating its contribution in the negotiation process. The Ability Model of emotional intelligence can be considered as a new find criteria for measuring all the emotional intelligence. In this model the concept of emotional intelligence can be described as the capability of perceiving the emotions along with integrating the emotions into facilitating thoughts and understand and regulate the emotions for promoting personal development. Therefore, the Ability model of the emotional intelligence identifies three factors which include different kinds of ability such as emotional perception, using emotion, understanding emotions and managing emotions (Caputo & Ayoko, 2016). Each of the factors contributes to having a higher level of emotional intelligence. The emotional perception indicates to the understanding of others’ emotions through body languages, facial expressions, voices etc. These can be helpful for an individual to identify the emotions of the other partner in the negotiating situations and can help them to understand own emotions as well. The emotional perception is also considered as a basic feature of having emotional intelligence as it is essential for achieving any other procedures that are involved in this model. Also, the people who have difficulties in understanding the social conversational cues are related with a limited capability or inability for identifying the emotions through expressions. Therefore they tend to lack the capability of having emotional intelligence. Another activity is associated with this model is use of emotions which indicates to the capability of understanding the emotional activities of others. While considering coming to a mutual decision in the negotiation process. If a person is skilled at utilizing their emotions, he or she can be capable of making decisions on the basis of the emotional situations (Hopkins & Yonker, 2015). However for instance, the teenager who knows when to ask his or her parents for some permission for doing something, he or she will look for the perfect moment for asking. However a teenager with lower emotional intelligence may ask the parents for permission while they are angry, anxious or in an unfavorable situation. Therefore the higher emotional intelligence would help them to come to a point where both the parents and the teenager are agreeing. The third feature of the ability model is the understanding of emotions which is mostly built on the comprehension of the complicated emotions. A lower capability of understanding the emotions would indicate to the individual who is struggling with the understanding of a situation which is infused with conflicted emotions. There is another activity in the ability models namely the management of emotions. This can be related more to the capability of the regulation of emotion both in the self and in the other person. This is also related to the emotional manipulation which can only be done by the person with higher emotional intelligence. The emotional manipulation can be considered as negative yet it is very significant that it serves different emotional and major purposes and not even in a detrimental way (Mircic?, 2014). For instance, if a job supervisor recognizes that an employee is struggling with some emotional situation, if the supervisor has higher emotional intelligence, he or she can have a face to face conversation and help the employee to deal with the situation. Therefore it can be seen that the ability model can be very much productive within the work places and the negotiations going on within the work places. Therefore it can also be derived from the discussion of the model that these factors can be very much productive in the negotiation procedures and the practical situations. The ability model also indicates to the fact that the emotional intelligence is highly dependent on the purposeful mental process, therefore it can also be derived that it is very much required in the negotiations in order to reach a positive outcome.
Conclusion
In conclusion it can be said that one major benefit of emotional intelligence is its relevance with the possible outcomes of the negotiation. However it is necessary to study the situations within a negotiation context. If the emotions can provide a significant mechanism to the individuals involved in a negotiation, they can coordinate the interactions and the relationships with other people, therefore it is very much significant considering the influence of the emotional abilities of an individual. From the above discussion, it can also be said that the profound understanding of the emotions both at the practical and neurological level can have a huge impact on the success in an negotiation context and can assist the potential negotiator.
Reference list and bibliography
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