One of the more popular phrases that has been used during the past few years has been “emotional intelligence”.  

This term first burst into the cultural imagination in 1995 with the  publication of psychologist Daniel Goleman’s book. Negotiation experts  have predicted that scoring high on this personality trait would boost one’s negotiating outcomes and have found many successful negotiation examples using emotional intelligence. 

Does this mean that during your next negotiation you need to pay more attention to your emotional intelligence?