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?

Emotional intelligence (EI), often measured as an Emotional Quotient (EQ), is the ability to perceive, use, understand, manage, and handle emotions. In a negotiation context, this means being aware of one's own emotional state and its effect on decision-making, as well as being able to accurately perceive and influence the emotions of the other party. It involves self-awareness, self-regulation, empathy, and social skills, all of which are critical for building rapport, managing conflict, and navigating the interpersonal dynamics of a negotiation to achieve a favourable outcome.

A. This describes persuasion or influence tactics. While EI can enhance persuasion, it is not the definition of it.
B. This describes commercial or financial acumen, which is a technical skill, not an emotional or interpersonal one.
D. This describes the use of power or authority as a negotiation tactic, which is distinct from the interpersonal awareness that defines EI.

Goleman, D. (1995). Emotional Intelligence: Why It Can Matter More Than IQ. Bantam Books. The foundational text defines EI through five key components: self-awareness, self-regulation, motivation, empathy, and social skills (p. 43).

CIPS. (2019). Commercial Negotiation L4M5 Study Guide. Profex Publishing. Section 2.3, "The use of emotional intelligence in a negotiation," defines EI as the capacity to be aware of, control, and express one's emotions, and to handle interpersonal relationships judiciously and empathetically.

Salovey, P., & Mayer, J. D. (1990). Emotional Intelligence. Imagination, Cognition and Personality, 9(3), 185–211. https://doi.org/10.2190/DUGG-P24E-52WK-6CDG. This seminal academic paper originally defined emotional intelligence as "the ability to monitor one's own and others' feelings and emotions, to discriminate among them and to use this information to guide one's thinking and actions" (p. 189).