Emotional Competence and Effective Negotiation: The Integration of Emotion Understanding, Regulation, and Communication

  • Carolyn Saarni


The construct “emotional competence” was first introduced by the sociologist Steve Gordon (1989) and subsequently elaborated by the author as consisting of eight skills that developed interdependently and were also very much tied to the emotionally evocative context (Saarni 1999). Table 4.1 presents the eight skills, and I shall refer to these skills in my discussion of how they influence the negotiation process as well as the negotiators themselves.


Emotion Regulation Emotional Intelligence Negotiation Process Procedural Knowledge Personal Integrity 
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Copyright information

© Springer Science+Business Media, LLC 2011

Authors and Affiliations

  1. 1.Department of CounselingSonoma State UniversityRohnert ParkUSA

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