Organizational Psychology

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Wladimir Stroh1, Sergey Serov
  • 1 National Research University Higher School of Economics, 20 Myasnitskaya Str., Moscow, 101000, Russian Federation

The impact of emotional intelligence level on negotiation effectiveness

2011. Vol. 1. No. 1. P. 8–23 [issue contents]
Purpose. This research paper aims to follow a line of research that examines the impact of emotional intelligence (EI) on negotiation effectiveness. Study design. The negotiation effectiveness is considered here in two aspects: as an individual performance and as a mutual performance. The paper aims to hypothesize that there is positive relationship between the individual level of participant’s emotional intelligence and the negotiation success (negotiation effectiveness). This hypothesis has tested in quasi-experimental design with the role-playing game «Negotiations». The underlying game assumption is that participants have to find a mutually acceptable, partner solution during the negotiation. The emotional intelligence level has been measured with the test MSCEIT V2.0 (modified version, adapted for the Russian sample). The paper uses a sample of 36 schoolchildren, 24 students and 12 business employees (N = 72). Findings. These findings indicate that the high emotional intelligence level correlate with the individual level of participant’s emotional intelligence and negotiation success (negotiation effectiveness). However, some specific evidence demands further investigation, particular if there is participant with low EI level in negotiation pair, negotiation effectiveness is low, the same as in pair, where both participants have low EI level. Evidence comparing among different socio-demographic groups has shown that in some cases a high level of emotional intelligence can compensate the lack of negotiation experience. Research implications for practice. The paper provides negotiators with insights into the conditions needed to avoid low efficiency of negotiations. Value of the results. This empirical study contributes to the research on emotional intelligence by examining it in relation to negotiation effectiveness.

Citation: Stroh, W., Serov, S. (2011). Emotsional'nyy intellekt uchastnikov kak faktor effektivnosti delovykh peregovorov [The impact of emotional intelligence level on negotiation effectiveness]. Organizacionnaâ psihologiâ (Organizational Psychology), vol. 1, no 1, pp. 8-23 (in Russian)
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