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When Proving You Are Right Is Not Enough: The Relationship Between Emotional Intelligence and Interest-Based Negotiations Among Purchasers
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
2016 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

In the last decades, organizations have developed towards a decentralized structure with increased emphasis on sustainable business and long-term relationships. This progress has enhanced the role of human resources and contributed to the emergence of the concept of emotional intelligence and interest-based negotiations in organizations. This paper examines the possible relationship between high emotional intelligence and interest-based negotiations. In this quantitative study, the sample consists of 51 purchasers, the data is gathered through a self-completion survey and analyzed through multiple linear regression analyses and a Pearson correlation analysis.  The findings indicate a relationship between high emotional intelligence and the use of an interest-based negotiation, but demonstrate varying correlation between the subcategories of the concepts. This implies that organizations should consider emotional intelligence as a complementary aspect during recruitment processes and in competence development.  

Place, publisher, year, edition, pages
2016. , 86 p.
Keyword [en]
Emotional Intelligence, Negotiations, Interest-based negotiations, IQ, position-based negotiations, purchasers
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-30174ISRN: JU-IHH-FÖA-2-20160284OAI: oai:DiVA.org:hj-30174DiVA: diva2:932783
Subject / course
IHH, Business Administration
Supervisors
Examiners
Available from: 2016-07-04 Created: 2016-06-02 Last updated: 2016-07-04Bibliographically approved

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  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
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  • de-DE
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  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
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Output format
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