bmgt 485 week 6
Building Relationships
Skill #8: Hone your Emotional IQ to a level that you not only use them to build relationships and motivate people but to communicate and negotiate better.
Last week Dwight asked you to consider how best to cultivate customers who operate at a long-distance from EC. Dwight wants to extend this idea, even more, to see how you would approach the idea of using your Emotional IQ to communicate and negotiate with the long-distance customer.
Sarah is the team lead for EC in Japan. Sarah wants to find a small office for EW to show its products to potential distributors. She has arrived in Tokyo armed with her budget and culture research and confidence in her negotiation skills.
Sarah with the help of a real estate broker has found a promising leasehold in Tokyo near medical centers and elderly communities. The building is a small space but has good foot traffic and signage space and is located in a premier area of Tokyo. It is 75 Tsubo or 2,669 sq. ft. in size. The owners (a father and son) are asking rent of 1,000,000 JPY or $8895.21 per month excluding utilities. The owners have several buildings in the area and are well-respected real estate brokers in Tokyo as their family has been in the business for generations.
The broker who arranged the meeting with the owners urged Sarah to think carefully before she spoke to the two men. They were rather old fashioned and it was probably best to avoid offending them as they controlled a lot of real estate in Tokyo. It might be hard to find a good space if they did not like her. Still, the rent was higher than she budgeted for and getting the price down $1500 would be best for the company.
Sarah was due to meet the father and son the next day. At first, she thought it best for the real estate broker who showed her the space to carry out the negotiations. When asked, the broker was surprised by the request. He declined immediately explaining that it would be impolite. Sarah was worried. She always thought she could read people and their body language. She also felt confident in her negotiating skills as she was an active listener. Was she out of her league? It did not take Sarah long to see that the men were playing on a different playing field. They did not talk much, were not much interested in Sarah’s offer of $1500 less than the asking price. She began to talk too much and become more urgent in her demand for a lower price. The men said nothing accept no. They did not get up nor did they comment. The sat calmly and showed little expression. The son occasionally looked at the father. They both cracked a smile a funny joke made as Sarah left. Sarah was not sure if that was good or bad. Were they laughing with her or at her? The real question was; Did Sarah make any headway in the negotiations? Sarah could not tell. Dwight having heard the story was just as confused as Sarah and just as worried. It was a week after the meeting and Sarah still had not heard anything from the owners. The broker assures her that is good news. She may not have gotten the space but they did not cut her out from looking at other properties they owned. He would have heard by now.
Dwight is thinking that all the employees may benefit from some basic emotional intelligence tactics that could be used cross-cultural communication and negotiation?
He would like you to create a six-slide voice-over PowerPoint that will outline a more in-depth presentation you would make to the employees going forward. The PPT should include:
Directions:
- complete the following:
An explanation of the relationship of emotional intelligence to communication.
The barriers that cross-cultural workplaces on using emotional intelligence effectively.
How EI can be geared to cross-cultural work experiences.
Summarize the issues that Sarah faces and Give 5 tips the will improve here EI skills to better perform in a cross-cultural workplace. Remember Sarah has studied the culture of Japan and the language. She is not fluent in Japanese but can carry on a decent conversation.
You must use course material to support your responses and APA in-text citations with a reference list.Use required text
Emotional Intelligence and Building Relationships
Emotional Intelligence and Communication
Emotional Intelligence and Negotiation
Improving Emotional Intelligence
References
Week 6: Emotional Intelligence
Skill #8: Hone your Emotional IQ to a level that you not only use them to build
relationships and motivate people but to communicate and negotiate better.
Lesson 1 of
4
Emotional Intelligence and Communication
Before you are a leader, success is all about growing
yourself. When you become a leader, success is all about
growing others.
Jack Welch
By now you have heard about emotional intelligence and are very cognizant of the importance
of social skills to managing e�ectively. In short, emotionally intelligent managers are great to
work with because they are mature, wise, empathetic and respectful of those who work with
them. No doubt you may feel that you have many of these skills already but have you sought
to improve them lately? Emotional Intelligence is not just learning to be politically correct but
it is also about knowing who you are and how you relate to those around you. It is a lynchpin
to e�ective communication, negotiation, con�ict resolution, and building relationships
According to Daniel Goleman, emotional intelligence is, “the capacity for recognizing our own
feelings and those of others, for motivating ourselves, and for managing emotions well in
ourselves and our relationships” (Davis, 2019, para. 4).
In Davis’ article, he also discusses that emotional intelligence is a skill that must be learned
and practiced. Review his entire article to learn more about the following:
https://er.educause.edu/blogs/2019/3/the-eq-effect-leveraging-emotional-intelligence-in-communication
Why Emotional Intelligence is Critical to Your
Success
View this video to learn more about the importance of demonstrating pro�ciency
inn emotional intelligence speci�cally in the investment industry. Jamie Ziegler
provides an excellent overview of the importance of emotional intelligence and
communication.
Emotional Awareness in Communication: Reading the Room
How We Can Improve: Know Your Own Feelings First
Empathy: Consider Other People’s Feelings
Self-Regulation: Know When to Bite Your Tongue
https://blogs.cfainstitute.org/investor/20
12
/0
7
/24/take-15-why-
emotional-intelligence-is-critical-to-your-success-video/
Improving Communication and EI with New Technology
According to Pierson Krass (2018), you can improve your emotional intelligence through the
use of voice recognition technology. They set out to quantify how people communicated with
one another to help clients improve communication skills. Read the entire article to �nd out
more about the following:
https://www.forbes.com/sites/petekrasspiersonkrass/2018/10/10/you-can-improve-your-communication-skills-and-emotional-intelligence-with-a-new-technology/#33a3d25fa1ae
A Tough Lesson On Advancement
Look At The Data Of How You Communicate
Use Inclusive Language And Ask Open-ended Questions
Change Requires Reinforcement
Break Self-awareness And Communication Into Components
Being and Emotionally Intelligent Negotiator is an Important
21st Century Leadership Skill
Read through the information below regarding emotional intelligence and the role that it
plays in successful business negotiations. Notice how cultural intelligence, communications,
and emotional intelligence all play a signi�cant role in the outcome of the negotiation, and as
a 21st century leader, it is imperative that you have all of these skills.
Review this video to learn more about Michael Wheeler’s discussion of The Art of Negotiation.
Lesson 2 of 4
Emotional Intelligence and Negotiation
During a negotiation, it would be wise not to take
anything personally. If you leave personalities out of it,
you will be able to see opportunities more objectively
Brian Koslow
How an FBI Agent Uses Emotional Intelligence to Negotiate –
Read this article to learn more about the following �ve ways to use emotion to your advantage
when negotiating:
1. Learn to mirror words selectively.
2. Use empathy strategically.
3. Get them to “no”.
4. Rephrase and summarize.
5. Work with your counterpart. Not against them.
Bridging the Cultural Divide in International Business Negotiations –
Read through this article to �nd out more about three aspects of international negotiations,
which include:
https://www.inc.com/justin-bariso/how-an-fbi-agent-uses-emotional-intelligence-to-negotiate.html
https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-
the-cultural-divide-in-international-business-negotiations/
1. They can create communication problems.
2. Cultural barriers make it di�cult to understand behaviors.
3. Cultural considerations in�uence the deal.
Then review the four strategies for handling di�erences at the international negotiation table,
including:
1. Don’t forget to do your homework about the other side’s culture.
2. Show respect for cultural di�erences.
3. Be aware of how others perceive your culture.
4. Find ways to bridge the cultural gap.
Top Ten Ways Culture Can Affect International Negotiations –
Review this article to learn more about the following ways that culture can have an e�ect on
international negotiations:
1. Negotiating goal: Contract or relationship?
2. Negotiating attitude: Win-Lose or Win-Win?
3. Personal style: Informal or formal?
4. Communication: Direct or indirect?
5. Sensitivity to time: High or low?
6. Emotionalism: High or low?
7. Form of agreement: General or speci�c?
8. Building an agreement: Bottom up or top down?
9. Team organization: One leader or group consensus?
10. Risk taking: High or low?
http://ezproxy.umgc.edu/login?url=https://search.ebscohost.com/login.aspx?direct=true&db=ofm&AN=510471742&site=eds-live&scope=site
Emotional Intelligence in Negotiation and
Mediation
Below, please download and review the article regarding the importance of using emotional
intelligence for peaceful dispute resolution and negotiations. This is a great article to look at
this topic through a bit of a di�erent lens.
Importance of Emotional Intelligence in Negotiation and
Mediation
353.6 KB
What were the similarities and di�erences in these articles in
terms of international negotiations? How can this be bene�cial
when looking at emotional intelligence and leadership? What other
ways can businesses use emotional intelligence to help with
competitive advantage?
https://articulateusercontent.com/rise/courses/TpJ_GbbJ0rU7MDtaxn3dEwyP62xY05Sh/t0tJByu5hhI00lmD-Importance%2520of%2520Emotional%2520Intelligence%2520in%2520Negotiation%2520and%2520Mediation
Since emotional intelligence is a skill, it is important to understand how best to improve and
hone that skill to ensure that you are constantly in the most emotionally intelligent state you
can be in during times of leadership, communication, and negotiation.
Read through this article to learn more about how leaders can recognize workplace con�ict
and help others get through the con�ict.
Lesson 3 of 4
Improving Emotional Intelligence
As more and more arti�cial intelligence is entering into
the world, more and more emotional intelligence must
enter into leadership.
Amit Ray
H A N D L I N G C O N F L I C T – W I T H
C A R E
E M O T I O N A L S E L F – C O N T R O L
A R E Y O U A N D E M O T I O N A L
G E N I U S ? ?
https://www.kornferry.com/insights/articles/conflict-management-emotional-
intelligence
Review this article to learn more about how to keep disruptive emotions and impulses in check
at work.
H A N D L I N G C O N F L I C T – W I T H
C A R E
E M O T I O N A L S E L F – C O N T R O L
A R E Y O U A N D E M O T I O N A L
G E N I U S ? ?
https://www.kornferry.com/insights/articles/how-emotional-self-
control-impacts-your-work
Read through this article to learn more about the following:
1. Self-awareness
2. Social-awareness
3. Self-management
H A N D L I N G C O N F L I C T – W I T H
C A R E
E M O T I O N A L S E L F – C O N T R O L
A R E Y O U A N D E M O T I O N A L
G E N I U S ? ?
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Lesson 4 of 4
References
Bariso, J. (2016). The 5 brilliant emotional intelligence tactics this FBI agent uses
to negotiate. Inc. https://www.inc.com/justin-bariso/how-an-fbi-agent-uses-
emotional-intelligence-to-negotiate.html.
1
Cardenas, L. (2020). Overcoming cultural barriers in negotiations and the
importance of communication in international business deals. Harvard Law School.
https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-
the-cultural-divide-in-international-business-negotiations/
2
Davis, M. (2019). The EQ e�ect: Leveraging emotional intelligence in
communication. Educause Review. https://er.educause.edu/blogs/2019/3/the-eq-
e�ect-leveraging-emotional-intelligence-in-communication
3
Goleman, D. (n.d.) Handling con�ict – with care. Korn Ferry Institute.
https://www.kornferry.com/insights/articles/con�ict-management-emotional-
intelligence
4
Goleman, D. (n.d.) How emotional self-control impacts your work. Korn Ferry
Institute. https://www.kornferry.com/insights/articles/how-emotional-self-
control-impacts-your-work
5
Kelly, E. & Kaminskiene, N. (2016). Importance of emotional intelligence in
negotiation and mediation. International Comparative Jurisprudence 2(1) 55-60.
https://www.sciencedirect.com/science/article/pii/S2351667416300130
6
Krass, P. (2018). You can improve your communication skills and emotional
intelligence with voice recognition technology. Forbes.
https://www.forbes.com/sites/petekrasspiersonkrass/2018/10/10/you-can-
7
https://www.inc.com/justin-bariso/how-an-fbi-agent-uses-emotional-intelligence-to-negotiate.html
https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-the-cultural-divide-in-international-business-negotiations/
https://er.educause.edu/blogs/2019/3/the-eq-effect-leveraging-emotional-intelligence-in-communication
https://www.kornferry.com/insights/articles/conflict-management-emotional-intelligence
https://www.kornferry.com/insights/articles/how-emotional-self-control-impacts-your-work
https://www.sciencedirect.com/science/article/pii/S2351667416300130
https://www.forbes.com/sites/petekrasspiersonkrass/2018/10/10/you-can-improve-your-communication-skills-and-emotional-intelligence-with-a-new-
technology/?sh=3016ca9ca1ae
improve-your-communication-skills-and-emotional-intelligence-with-a-new-
technology/?sh=3016ca9ca1ae
Meinert, D. (2018). Are you an emotional genius? HR Magazine. 63(2) 17-19.8
Packard, H. (2012). Why emotional intelligence is critical to your success .
CFA Institute. https://blogs.cfainstitute.org/investor/2012/07/24/take-15-why-
emotional-intelligence-is-critical-to-your-success-video/
9
Salacuse, J. (2005) The top ten ways that culture can a�ect international
negotiations. Ivey Business Journal.
https://iveybusinessjournal.com/publication/the-top-ten-ways-that-culture-
can-a�ect-international-negotiations/
10
Shonk, K. (2020). How to resolve cultural con�ict: Overcoming cultural barriers at
the negotiation table. Harvard Law
School. https://www.pon.harvard.edu/daily/con�ict-resolution/a-cross-cultural-
negotiation-example-how-to-overcome-cultural-barriers/
11
Wheeler, M. (2013). Emotionally intelligent people . Harvard Business
School. https://www.youtube.com/watch?v=7_7xynokFUQ
12
https://www.forbes.com/sites/petekrasspiersonkrass/2018/10/10/you-can-improve-your-communication-skills-and-emotional-intelligence-with-a-new-technology/?sh=3016ca9ca1ae
https://blogs.cfainstitute.org/investor/2012/07/24/take-15-why-emotional-intelligence-is-critical-to-your-success-video/
THE TOP TEN WAYS THAT CULTURE CAN AFFECT INTERNATIONAL NEGOTIATIONS
https://www.pon.harvard.edu/daily/conflict-resolution/a-cross-cultural-negotiation-example-how-to-overcome-cultural-barriers/
https://www.youtube.com/watch?v=7_7xynokFUQ