The role of emotions and emotional intelligence in negotiations

Negotiation is not a single skill — it is a dynamic process shaped by human behaviour, communication, and emotion. Its outcomes influence the success of every organisation, yet its mechanisms remain complex.

As several researchers have highlighted, negotiation is always present where two or more people communicate. It involves relationships, conflicting interests, and constant adaptation. Therefore, the negotiator’s ability to understand emotional dynamics is fundamental.

Emotions: The Invisible Forces Behind Decisions

According to Ekman, emotions help us respond quickly to situations that influence our safety and well-being.

Seven universal emotions — surprise, fear, anger, disgust, contempt, sadness, and satisfaction — appear frequently during negotiations because the stakes are high and interests are competing.

Facial expressions, tone, and body language reveal emotional reactions long before someone formulates a response. Understanding these signals allows negotiators to predict behaviour, maintain clarity, and act with precision.

What Emotional Intelligence Really Means

Emotional intelligence is the ability to perceive, understand, and regulate emotions — our own and others’.

It requires focus, attention, and awareness, not instinct.

A negotiator with high emotional intelligence can:

• Build rapport

• Detect emotional shifts

• Regulate their own reactions under pressure

• Guide the conversation toward mutually beneficial outcomes

Research Insights: Emotional Intelligence Improves Negotiation Outcomes

Studies show that negotiators who recognise emotional cues achieve better results.

Their ability to understand and influence emotions supports trust, collaboration, and constructive dialogue.

At the same time, emotional intelligence carries an ethical dimension. Skills can be used constructively or manipulatively. The line between influence and manipulation is thin, and responsible negotiation requires awareness and integrity.

How to Develop Emotional Intelligence in Negotiation

Achieving a high level of emotional intelligence requires training in key behavioural competencies:

• Emotional Theory — understanding emotional groups and triggers

• Body Language & Micro-Expressions — decoding signals with accuracy

• Credibility Assessment — detecting truthfulness and inconsistencies

• Mindfulness — sustaining presence, attention, and neutrality under stress

• Influence Techniques — ethical, structured, evidence-based methods

• Profiling — understanding personality types and decision patterns

• Effective Dialogue Design — planning conversations strategically

These skills transform negotiations from unpredictable interactions into structured, controlled processes.

A negotiator who masters emotional intelligence does not simply “win” a negotiation — they guide it with clarity, respect, and strategic intention.