Role of Emotional Intelligence in Negotiation Effectiveness during International Trade Conflicts in Burundi

Abstract

Purpose: The aim of the study was to assess the role of emotional intelligence in negotiation effectiveness during international trade conflicts in Burundi.

Materials and Methods: This study adopted a desk methodology. A desk study research design is commonly known as secondary data collection. This is basically collecting data from existing resources preferably because of its low cost advantage as compared to a field research. Our current study looked into already published studies and reports as the data was easily accessed through online journals and libraries.

Findings: Negotiators with high EI are adept at reading the emotional undercurrents and cultural nuances that often characterize international trade conflicts. This skill enables them to build trust, foster cooperation, and create a positive negotiation climate, which is essential for resolving disputes amicably. High EI negotiators can effectively manage their own emotions, preventing negative feelings such as frustration or anger from escalating conflicts. They are also skilled at empathizing with their counterparts, which helps in understanding their underlying interests and motivations. This empathetic approach allows for more creative and mutually beneficial solutions, as negotiators are better equipped to identify common ground and compromise. Moreover, emotionally intelligent negotiators are better at communication, both in expressing their own positions clearly and in listening actively to their counterparts. This reduces misunderstandings and builds rapport, facilitating smoother negotiations. They can also anticipate and manage potential emotional reactions from their counterparts, enabling them to defuse tension and maintain a constructive dialogue. 

Implications to Theory, Practice and Policy: Emotional intelligence theory, dual concern theory and intercultural communication theory may be used to anchor future studies on assessing the role of emotional intelligence in negotiation effectiveness during international trade conflicts in Burundi. Practical recommendations include integrating EI assessments and development programs into negotiation training curricula for professionals and organizations involved in international trade. From a policy perspective, governments, international organizations, and trade institutions can play a crucial role in promoting the importance of EI in negotiation effectiveness.