How do Emotions Influence Negotiators in Negotiations?

This paper emphasizes on the necessity of emotional intelligence in negotiation since it is critical to understand the emotions of the other parties involved in a negotiation, as well as knowing how one's own emotions affect the negotiation. Using secondary data literature analysis, this paper then embarked on a systematic review of those sources of information (past works of literature). A comprehensive summary has also been done including integration of contemporary practice, knowledge, and theory. Considering the varieties in customs and values, individuals from various societies negotiate unexpectedly. Therefore, social values and customs shape certain theories used in negotiation, which may impact the negotiators' response to ably portrayed emotions. Since this paper is merely conceptual in nature, all the discussions were based on past literature reviews and conceptual arguments. This conceptual paper will give insights to marketers and negotiators in dealing with negotiations regardless of the purposes. It is also useful to assist stakeholders and practitioners in making relevant management and research decisions as well as guiding them in providing better and specialized negotiations which in the end contributed to the success of the negotiation process.