Turning tension into triumph: the role of negative emotions and emotional intelligence in achieving desirable negotiation outcomes

Purpose This paper aims to explore the critical yet understudied impact of negative emotions – specifically anger and anxiety – expressed by fellow negotiators on the focal negotiator’s perceptions and negotiation outcomes. It aims to advance understanding of emotional dynamics in negotiation by integrating emotions as social information (EASI) theory with emotional intelligence (EI). Design/methodology/approach Using a conceptual approach, the paper develops a theoretical model that explains the asymmetrical relationship between the focal negotiator’s negative emotions and desirable negotiation outcomes, highlighting the role of the focal negotiator’s EI in interpreting these emotions and responding effectively. Findings The study reveals that, contrary to common belief, negative emotions can lead to positive negotiation outcomes when the focal negotiator possesses high EI, which enables accurate perception and the strategic use of these emotions to achieve desirable integrative solutions. Research limitations/implications As a conceptual study, the proposed model requires empirical validation. Future research can empirically examine the moderating role of EI in diverse negotiation settings and cultural contexts. Practical implications The findings suggest that training negotiators to enhance their EI can improve their ability to manage and leverage others’ negative emotions, ultimately fostering more effective conflict resolution strategies. Originality/value This paper contributes originality by shifting the focus from the focal negotiator’s own negative emotions to the crossover effects of fellow negotiators’ negative emotions, providing a novel integration of EASI theory and EI to explain negotiation dynamics and outcomes.