Emoções, inteligência e negociação: um estudo empÃrico sobre a percepção dos gerentes portugueses
Main Article Content
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.
Downloads
Download data is not yet available.
Download data is not yet available.
Article Details
How to Cite
Almeida, F. J. R. de, & Sobral, F. J. B. de A. (1). Emoções, inteligência e negociação: um estudo empÃrico sobre a percepção dos gerentes portugueses. Journal of Contemporary Administration, 9(4), 9-30. https://doi.org/10.1590/S1415-65552005000400002
Section
Articles
Since mid-February of 2023, the authors retain the copyright relating to their article and grant the journal RAC, from ANPAD, the right of first publication, with the work simultaneously licensed under the Creative Commons Attribution 4.0 International license (CC BY 4.0), as stated in the article’s PDF document. This license provides that the article published can be shared (allows you to copy and redistribute the material in any medium or format) and adapted (allows you to remix, transform, and create from the material for any purpose, even commercial) by anyone.
After article acceptance, the authors must sign a Term of Authorization for Publication, which is sent to the authors by e-mail for electronic signature before publication.