When Understanding Your Feelings Hurts Performance : Emotional Intelligence in Negotiating Groups

This study examines how emotional intelligence impacts process and outcome in negotiating groups. We measured the negotiators emotional intelligence before they participated in a negotiation simulation. Results indicated that emotional intelligence was negatively related to group performance. Interestingly, the group members self emotional appraisal was the emotional intelligence dimension that was most negatively associated with performance. Group performance was significantly affected by the level and type of interpersonal conflict in the group, but these process measures did not mediate the effect of emotional intelligence