Emotional Intelligence in Negotiation Flashcards

A negotiator who feels fear of loss during a deal is MOST likely influenced by which psychological phenomenon?

Answer: Loss aversion

Loss aversion, a core finding of behavioral economics, causes negotiators to weight potential losses more heavily than equivalent gains, often leading to suboptimal decisions.

When a counterpart becomes visibly frustrated, which EI-informed strategy best de-escalates the situation?

Answer: Call a short recess and allow time for emotional regulation

A brief recess gives both parties time to regulate emotions, preventing escalation and creating space for more productive dialogue.

Which type of empathy is MOST critical for understanding a counterpart's negotiation interests (not just their positions)?

Answer: Cognitive empathy

Cognitive empathy—the ability to understand how another person thinks and what drives them—helps negotiators move past stated positions to underlying interests.

A CPN negotiator who keeps a 'negotiation journal' to reflect on emotional patterns over time is developing which EI capacity?

Answer: Ongoing self-awareness and emotional learning

Reflective journaling builds self-awareness by helping negotiators identify recurring emotional triggers and patterns across negotiations.

What is the EI-based explanation for why expressing genuine appreciation during a negotiation can shift momentum?

Answer: It triggers reciprocity and positive affect, making the counterpart more collaborative

Genuine appreciation activates reciprocity norms and induces positive affect, which research links to increased collaborative behavior.

Which of the following is a warning sign that a negotiator's EI is being overwhelmed during a session?

Answer: Tunnel vision, rigidity, and an inability to consider the counterpart's perspective

Tunnel vision and cognitive rigidity are classic signs of emotional flooding, where high stress impairs flexible, empathic thinking.

In the context of EI and negotiation ethics, what is the key distinction between strategic emotional intelligence and emotional manipulation?

Answer: Strategic EI serves mutual understanding and integrative outcomes; manipulation exploits emotional vulnerabilities for one-sided gain

Ethical EI application enhances mutual understanding and creates value, while manipulation exploits the counterpart's emotional vulnerabilities—a critical CPN ethical boundary.