Which of the following describes emotional intelligence?

A procurement expert has been asked to ensure they consider emotional intelligence in their negotiation strategy. They have agreed to this and have started planning their approach.

Which of the following describes emotional intelligence?
A . An individual’s ability to gain leverage by persuading the other party to agree to their terms
B . An individual’s ability to fully understand another party’s cost drivers and profit margins
C . An individual’s ability to understand their own feelings and those of other people
D . An individual’s ability to place themselves in a position of authority during a negotiation

View Answer

Answer: C

Explanation:

Emotional intelligence involves the ability to recognize and manage one’s emotions and empathize with others. This skill allows negotiators to respond appropriately to both their own feelings and the emotional cues of the other party, fostering a more constructive and adaptive negotiation environment. CIPS highlights emotional intelligence as a valuable asset in understanding and influencing negotiation dynamics.