TY - JOUR
T1 - Emotional Intelligence and Negotiation Outcomes
T2 - Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy
AU - Kim, Kihwan
AU - Cundiff, Nicole L.
AU - Choi, Suk Bong
N1 - Publisher Copyright:
© 2014, Springer Science+Business Media Dordrecht.
PY - 2015/5/1
Y1 - 2015/5/1
N2 - The current research was designed to examine the effects of emotional intelligence on both economic and social outcomes, as well as to explore the extent to which rapport, bargaining strategy, and judgment accuracy would mediate relationships between emotional intelligence and negotiation outcomes. Upper-level business students (284 individuals, 142 dyads) were pre-tested on emotional intelligence using the 33-item measure from Schutte et al. (Personal Individ Differ 25:167–177, 1998). They were then recruited to participate in a job contract negotiation in which one party played the role of personnel manager and the other played the role of a new employee. Emotional intelligence had a significant, positive effect on the three social negotiation outcomes of trust, satisfaction, and desire to work together again in the future. Moreover, rapport and negotiation strategy either fully or partially mediated each of these relationships. In contrast, emotional intelligence had no significant effects on economic outcomes.
AB - The current research was designed to examine the effects of emotional intelligence on both economic and social outcomes, as well as to explore the extent to which rapport, bargaining strategy, and judgment accuracy would mediate relationships between emotional intelligence and negotiation outcomes. Upper-level business students (284 individuals, 142 dyads) were pre-tested on emotional intelligence using the 33-item measure from Schutte et al. (Personal Individ Differ 25:167–177, 1998). They were then recruited to participate in a job contract negotiation in which one party played the role of personnel manager and the other played the role of a new employee. Emotional intelligence had a significant, positive effect on the three social negotiation outcomes of trust, satisfaction, and desire to work together again in the future. Moreover, rapport and negotiation strategy either fully or partially mediated each of these relationships. In contrast, emotional intelligence had no significant effects on economic outcomes.
KW - Emotional intelligence
KW - Judgment accuracy
KW - Negotiation
KW - Negotiation strategy
KW - Rapport
KW - judgement accuracy
UR - http://www.scopus.com/inward/record.url?scp=84939875368&partnerID=8YFLogxK
UR - https://dx.doi.org/10.1007/s10726-014-9399-1
U2 - 10.1007/s10726-014-9399-1
DO - 10.1007/s10726-014-9399-1
M3 - Article
AN - SCOPUS:84939875368
SN - 0926-2644
VL - 24
SP - 477
EP - 493
JO - Group Decision and Negotiation
JF - Group Decision and Negotiation
IS - 3
ER -