bmgt 485 week 6

Emotional Intelligence and Building Relationships

Emotional Intelligence and Communication

Emotional Intelligence and Negotiation

Improving Emotional Intelligence

References

Week 6: Emotional Intelligence

Skill #8: Hone your Emotional IQ to a level that you not only use them to build relationships and motivate people but to communicate and negotiate better. 

Lesson 1 of 4

Emotional Intelligence and Communication

Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.

Jack Welch

By now you have heard about emotional intelligence and are very cognizant of the importance

of social skills to managing e�ectively. In short, emotionally intelligent managers are great to

work with because they are mature, wise, empathetic and respectful of those who work with

them.  No doubt you may feel that you have many of these skills already but have you sought

to improve them lately? Emotional Intelligence is not just learning to be politically correct but

it is also about knowing who you are and how you relate to those around you. It is a lynchpin

to e�ective communication, negotiation, con�ict resolution, and building relationships

According to Daniel Goleman, emotional intelligence is, "the capacity for recognizing our own

feelings and those of others, for motivating ourselves, and for managing emotions well in

ourselves and our relationships" (Davis, 2019, para. 4).

In Davis' article, he also discusses that emotional intelligence is a skill that must be learned

and practiced. Review his entire article to learn more about the following:

Why Emotional Intelligence is Critical to Your Success

View this video to learn more about the importance of demonstrating pro�ciency

inn emotional intelligence speci�cally in the investment industry. Jamie Ziegler

provides an excellent overview of the importance of emotional intelligence and

communication.

Emotional Awareness in Communication: Reading the Room

How We Can Improve: Know Your Own Feelings First

Empathy: Consider Other People's Feelings

Self-Regulation: Know When to Bite Your Tongue

Improving Communication and EI with New Technology

According to Pierson Krass (2018), you can improve your emotional intelligence through the

use of voice recognition technology. They set out to quantify how people communicated with

one another to help clients improve communication skills. Read the entire article to �nd out

more about the following: 

A Tough Lesson On Advancement

Look At The Data Of How You Communicate

Use Inclusive Language And Ask Open-ended Questions

Change Requires Reinforcement

Break Self-awareness And Communication Into Components

Being and Emotionally Intelligent Negotiator is an Important 21st Century Leadership Skill

Read through the information below regarding emotional intelligence and the role that it

plays in successful business negotiations. Notice how cultural intelligence, communications,

and emotional intelligence all play a signi�cant role in the outcome of the negotiation, and as

a 21st century leader, it is imperative that you have all of these skills.

Review this video to learn more about Michael Wheeler's discussion of The Art of Negotiation.

Lesson 2 of 4

Emotional Intelligence and Negotiation

During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively 

Brian Koslow

How an FBI Agent Uses Emotional Intelligence to Negotiate –

Read this article to learn more about the following �ve ways to use emotion to your advantage when negotiating:

1. Learn to mirror words selectively.

2. Use empathy strategically.

3. Get them to "no".

4. Rephrase and summarize.

5. Work with your counterpart. Not against them.

Bridging the Cultural Divide in International Business Negotiations –

Read through this article to �nd out more about three aspects of international negotiations, which include:

1. They can create communication problems.

2. Cultural barriers make it di�cult to understand behaviors.

3. Cultural considerations in�uence the deal.

Then review the four strategies for handling di�erences at the international negotiation table, including:

1. Don't forget to do your homework about the other side's culture.

2. Show respect for cultural di�erences.

3. Be aware of how others perceive your culture.

4. Find ways to bridge the cultural gap.

Top Ten Ways Culture Can Affect International Negotiations –

Review this article to learn more about the following ways that culture can have an e�ect on international negotiations:

1. Negotiating goal: Contract or relationship?

2. Negotiating attitude: Win-Lose or Win-Win?

3. Personal style: Informal or formal?

4. Communication: Direct or indirect?

5. Sensitivity to time: High or low?

6. Emotionalism: High or low?

7. Form of agreement: General or speci�c?

8. Building an agreement: Bottom up or top down?

9. Team organization: One leader or group consensus?

10. Risk taking: High or low?

Emotional Intelligence in Negotiation and Mediation

Below, please download and review the article regarding the importance of using emotional

intelligence for peaceful dispute resolution and negotiations. This is a great article to look at

this topic through a bit of a di�erent lens.

Importance of Emotional Intelligence in Negotiation and

Mediation.pdf 353.6 KB

What were the similarities and di�erences in these articles in

terms of international negotiations? How can this be bene�cial

when looking at emotional intelligence and leadership? What other

ways can businesses use emotional intelligence to help with

competitive advantage?

Since emotional intelligence is a skill, it is important to understand how best to improve and

hone that skill to ensure that you are constantly in the most emotionally intelligent state you

can be in during times of leadership, communication, and negotiation.

Read through this article to learn more about how leaders can recognize workplace con�ict and help others get through the con�ict.

Lesson 3 of 4

Improving Emotional Intelligence

As more and more arti�cial intelligence is entering into the world, more and more emotional intelligence must enter into leadership. 

Amit Ray

H A N D L I N G C O N F L I C T - W I T H

C A R E E M O T I O N A L S E L F - C O N T R O L

A R E Y O U A N D E M O T I O N A L

G E N I U S ? ?

Review this article to learn more about how to keep disruptive emotions and impulses in check at work.

H A N D L I N G C O N F L I C T - W I T H

C A R E E M O T I O N A L S E L F - C O N T R O L

A R E Y O U A N D E M O T I O N A L

G E N I U S ? ?

Read through this article to learn more about the following:

1. Self-awareness

2. Social-awareness

3. Self-management

H A N D L I N G C O N F L I C T - W I T H

C A R E E M O T I O N A L S E L F - C O N T R O L

A R E Y O U A N D E M O T I O N A L

G E N I U S ? ?

Lesson 4 of 4

References

Bariso, J. (2016). The 5 brilliant emotional intelligence tactics this FBI agent uses

to negotiate. Inc. https://www.inc.com/justin-bariso/how-an-fbi-agent-uses-

emotional-intelligence-to-negotiate.html.

1

Cardenas, L. (2020). Overcoming cultural barriers in negotiations and the

importance of communication in international business deals. Harvard Law School.

https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-

the-cultural-divide-in-international-business-negotiations/

2

Davis, M. (2019). The EQ e�ect: Leveraging emotional intelligence in

communication. Educause Review. https://er.educause.edu/blogs/2019/3/the-eq-

e�ect-leveraging-emotional-intelligence-in-communication

3

Goleman, D. (n.d.) Handling con�ict - with care. Korn Ferry Institute.

https://www.kornferry.com/insights/articles/con�ict-management-emotional-

intelligence

4

Goleman, D. (n.d.) How emotional self-control impacts your work. Korn Ferry

Institute. https://www.kornferry.com/insights/articles/how-emotional-self-

control-impacts-your-work

5

Kelly, E. & Kaminskiene, N. (2016). Importance of emotional intelligence in

negotiation and mediation. International Comparative Jurisprudence 2(1) 55-60.

https://www.sciencedirect.com/science/article/pii/S2351667416300130

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Krass, P. (2018). You can improve your communication skills and emotional

intelligence with voice recognition technology. Forbes.

https://www.forbes.com/sites/petekrasspiersonkrass/2018/10/10/you-can-

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improve-your-communication-skills-and-emotional-intelligence-with-a-new-

technology/?sh=3016ca9ca1ae

Meinert, D. (2018). Are you an emotional genius? HR Magazine. 63(2) 17-19.8

Packard, H. (2012). Why emotional intelligence is critical to your success [video].

CFA Institute. https://blogs.cfainstitute.org/investor/2012/07/24/take-15-why-

emotional-intelligence-is-critical-to-your-success-video/

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Salacuse, J. (2005) The top ten ways that culture can a�ect international

negotiations. Ivey Business Journal.

https://iveybusinessjournal.com/publication/the-top-ten-ways-that-culture-

can-a�ect-international-negotiations/

10

Shonk, K. (2020). How to resolve cultural con�ict: Overcoming cultural barriers at

the negotiation table. Harvard Law

School. https://www.pon.harvard.edu/daily/con�ict-resolution/a-cross-cultural-

negotiation-example-how-to-overcome-cultural-barriers/

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Wheeler, M. (2013). Emotionally intelligent people [video]. Harvard Business

School. https://www.youtube.com/watch?v=7_7xynokFUQ

 

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