Lesson 6: Emotional intelligence skills in negotiating
Researchers Alice Isen and Peter Carnevale found that a positive mood leads to greater value creation. Good feelings may signal that a situation is low in risk. With little need for the vigilance associated with negative emotions, negotiators may be more willing to think creatively. By contrast, researchers historically have found that anger is more likely to be associated with value claiming. But anger can actually hinder this process. In a 1997 study, Keith Allred, John Mallozzi, Fusako Matsui, and Christopher Raia found more complex results regarding the effects of anger and compassion on negotiation processes and outcomes.