When Proving You Are Right Is Not Enough: The Relationship Between Emotional Intelligence and Interest-Based Negotiations Among Purchasers
Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
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.
Emotional Intelligence, Negotiations, Interest-based negotiations, IQ, position-based negotiations, purchasers
IdentifiersURN: urn:nbn:se:hj:diva-30174ISRN: JU-IHH-FÖA-2-20160284OAI: oai:DiVA.org:hj-30174DiVA: diva2:932783
Subject / course
IHH, Business Administration