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Getting Beyond Empathy

A Tougher Approach to Emotional Intelligence

  • Conference paper
ICT Innovations 2012 (ICT Innovations 2012)

Part of the book series: Advances in Intelligent Systems and Computing ((AISC,volume 207))

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Abstract

Emotional intelligence (EI) is considered to be an essential part of a project manager’s skill set, often meaning the difference between project success or failure. Project managers with naturally high EI have a distinct advantage, employing their interpersonal sensitivity and tempered communication style to convince and persuade even the most difficult team members or stakeholders.

However, when negotiating over resources, budgets and schedules that are critical for the project’s success, an overemphasis on openness, trust and willingness to compromise can leave high EI negotiators vulnerable to exploitation, particularly when dealing with more ruthless lower EI counterparts.

This paper examines emotional resilience and tough tactics in negotiation as important elements of EI in project management that paradoxically can be especially difficult for naturally high EI individuals. It assesses current theory and suggests areas for further research.

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Authors and Affiliations

  1. London South Bank University, London, UK

    Andrew James Miller, Shushma Patel & George Ubakanma

Authors
  1. Andrew James Miller
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  2. Shushma Patel
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  3. George Ubakanma
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Corresponding author

Correspondence to Andrew James Miller .

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Editors and Affiliations

  1. , Faculty of Computer Science, Ss Cyrill and Methodius University, Ruger Boskovic 16, POBox 393, Skopje, 1000, Macedonia

    Smile Markovski

  2. , Faculty of Information Sciences, Ss Cyrill and Methodius University, Ruger Boskovic 16, Skopje, 1000, Macedonia

    Marjan Gusev

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Miller, A.J., Patel, S., Ubakanma, G. (2013). Getting Beyond Empathy. In: Markovski, S., Gusev, M. (eds) ICT Innovations 2012. ICT Innovations 2012. Advances in Intelligent Systems and Computing, vol 207. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-37169-1_35

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  • DOI: https://doi.org/10.1007/978-3-642-37169-1_35

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-642-37168-4

  • Online ISBN: 978-3-642-37169-1

  • eBook Packages: EngineeringEngineering (R0)

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