Emotional intelligence and counterpart mood induction in a negotiation

Purpose – This paper aims to identify whether emotional intelligence relates to counterpart outcome satisfaction in negotiation contexts. Design/methodology/approach – A negotiation simulation and a pre-established measure of emotional intelligence were employed. Findings – In Study 1, multi-level models revealed that a participant’s ability to understand emotion positively predicted his or her counterpart’s outcome satisfaction. Study 2 replicates and extends this finding by showing the counterpart’s outcome satisfaction, assessment of liking, and desire to negotiate again with the participant. Practical implications – The mechanisms identifying how participants with high levels of understanding emotion induced their counterparts with positive affect were not examined. Originality/value – This is the first empirical article to show a relationship between emotional intelligence and counterpart outcome satisfaction in a negotiation context.