Emoções, inteligência e negociação: um estudo empírico sobre a percepção dos gerentes portugueses

Filipe Jorge Ribeiro de Almeida and Filipe João Bera de Azevedo Sobral

RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), 2005, vol. 9, issue 4, 9-30

Abstract: The research on negotiation in business environment has been focused mainly in the negotiation processes and decision making issues, neglecting the role of personal characteristics. Recent research has drawn attention to the impact of the negotiator intelligence on negotiation outcomes. This paper aims to analyze the importance of Cognitive Intelligence and Emotional Intelligence on business context negotiations. For this purpose, it was conducted an empirical research on the perceptions of top management executives of the 500 largest Portuguese companies, inquiring about the importance of personal characteristics and emotion on negotiation outcomes. Results show that managers emphasize cognitive over emotional aspects. It is also suggested that the control of emotions and their visibility have a positive impact on negotiator's success, even though emotional manipulation is disapproved as a negotiation tactic. This study has descriptive and exploratory purposes, contributing to develop foundations for future research that explores the role of emotion and intelligence in negotiation.

Date: 2005
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