{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,6,30]],"date-time":"2025-06-30T18:01:56Z","timestamp":1751306516890},"reference-count":56,"publisher":"FapUNIFESP (SciELO)","issue":"4","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["Rev. adm. contemp."],"published-print":{"date-parts":[[2005,12]]},"abstract":"<jats:p>A investiga\u00e7\u00e3o sobre negocia\u00e7\u00e3o no contexto empresarial tem-se concentrado nos aspectos processuais e de decis\u00e3o, ignorando o estudo das caracter\u00edsticas individuais do negociador.Alguma literatura mais recente destaca o impacto decisivo que o perfil da intelig\u00eancia pode ter nos resultados da negocia\u00e7\u00e3o. Este trabalho tem como objetivo analisar a import\u00e2ncia da Intelig\u00eancia Cognitiva e da Intelig\u00eancia Emocional nas negocia\u00e7\u00f5es em contexto empresarial. Para o efeito, foi realizado um estudo emp\u00edrico das percep\u00e7\u00f5es dos gerentes das 500 maiores empresas portuguesas sobre a import\u00e2ncia de algumas caracter\u00edsticas da intelig\u00eancia e o papel da emo\u00e7\u00e3o na negocia\u00e7\u00e3o. Os resultados revelam que os gerentes atribuem maior import\u00e2ncia aos aspectos cognitivos do queaos aspectos emocionais. \u00c9 igualmente sugerido que o controle das emo\u00e7\u00f5es e da sua visibilidade \u00e9 determinante para o \u00eaxito do negociador; mas a sua manipula\u00e7\u00e3o \u00e9 um comportamento reprov\u00e1vel no ambiente negocial. Com esta pesquisa descritiva e explorat\u00f3ria, pretende-se lan\u00e7ar pistas para investiga\u00e7\u00f5es futuras sobre a import\u00e2ncia da emo\u00e7\u00e3o e da intelig\u00eancia nos processos negociais.<\/jats:p>","DOI":"10.1590\/s1415-65552005000400002","type":"journal-article","created":{"date-parts":[[2009,3,25]],"date-time":"2009-03-25T19:21:57Z","timestamp":1238008917000},"page":"9-30","source":"Crossref","is-referenced-by-count":3,"title":["Emo\u00e7\u00f5es, intelig\u00eancia e negocia\u00e7\u00e3o: um estudo emp\u00edrico sobre a percep\u00e7\u00e3o dos gerentes portugueses"],"prefix":"10.1590","volume":"9","author":[{"given":"Filipe Jorge Ribeiro de","family":"Almeida","sequence":"first","affiliation":[{"name":"Universidade de Coimbra,  Portugal"}]},{"given":"Filipe Jo\u00e3o Bera de Azevedo","family":"Sobral","sequence":"additional","affiliation":[{"name":"Universidade de Coimbra,  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