Description:
<jats:p>In surveying past negotiation literature, successful negotiators were often portrayed as calculating and factual with a stress on keeping a poker face throughout negotiations. This article summarizes key features in the literature on emotional intelligence (<jats:styled-content style="fixed-case">EI</jats:styled-content>), refutes the notion that the suppression of emotion in negotiation is desirable, and recognizes the value that <jats:styled-content style="fixed-case">EI</jats:styled-content> can contribute to the repertoire of effective negotiators. The article describes key competencies associated with <jats:styled-content style="fixed-case">EI</jats:styled-content> and how these skills help negotiators work with conflict if it emerges, develop creative options for potential agreements, facilitate trust, and contribute to affective and substantive satisfaction.</jats:p>