Emotional Intelligence and Negotiation Outcomes: Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy

Kihwan Kim (), Nicole L. Cundiff () and Suk Bong Choi ()
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Kihwan Kim: Buena Vista University
Nicole L. Cundiff: University of Alaska Fairbanks
Suk Bong Choi: University of Ulsan

Group Decision and Negotiation, 2015, vol. 24, issue 3, No 6, 477-493

Abstract: Abstract 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.

Keywords: Negotiation; Emotional intelligence; Rapport; Negotiation strategy; Judgment accuracy (search for similar items in EconPapers)
Date: 2015
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DOI: 10.1007/s10726-014-9399-1

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