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



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Filipe Jorge Ribeiro de Almeida
Filipe João Bera de Azevedo Sobral

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.

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How to Cite
Almeida, F. J. R. de, & Sobral, F. J. B. de A. (1). Emoções, inteligência e negociação: um estudo empírico sobre a percepção dos gerentes portugueses. Journal of Contemporary Administration, 9(4), 9-30. https://doi.org/10.1590/S1415-65552005000400002
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Author Biographies

Filipe Jorge Ribeiro de Almeida, Fundação Getulio Vargas

Doutorando em Administração da EBAPE/FGV. Professor no departamento de Administração de Empresas da Faculdade de Economia da Universidade de Coimbra. Suas áreas de interesse em pesquisa são responsabilidade social das empresas, ética empresarial e gestão multi-cultural.

Filipe João Bera de Azevedo Sobral, Fundação Getulio Vargas

Doutorando em Administração da EBAPE/FGV. Professor no departamento de Administração de Empresas da Faculdade de Economia da Universidade de Coimbra. Suas áreas de interesse em pesquisa são negociação, ética empresarial e estratégia.