University of Twente Student Theses
Cross-cultural intelligence moderates between emotional intelligence of the negotiator and the negotiation outcome
Fitschen, H. (2019) Cross-cultural intelligence moderates between emotional intelligence of the negotiator and the negotiation outcome.
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| Abstract: | This explorative study aims to investigate skills required to increase the negotiation outcome within an intercultural negotiation setting. Negotiators with higher emotional intelligence are expected to achieve a better negotiation outcome, compared to individuals with lower emotional intelligence. Furthermore, it will be investigated if a mix of integrative and distributive negotiation behaviour leads to a positive negotiation outcome and also what roles cultural intelligence, work-, and negotiation experience play within this context. Data were collected during two international negotiation competitions with a survey covering levels of emotional intelligence, cultural intelligence, negotiation behaviour, and experience. These facilitated to gain in-depth insights into the skills of the participants and how these skills influence their negotiation outcome. A multiple linear regression analysis was performed to analyse the data. The results indicate that individuals with a higher understanding of cultural intelligence, in combination with higher emotional intelligence, influence the negotiation outcome positively and are, therewith, beneficial skills to possess for a negotiator. Additionally, negotiation experience positively affects the negotiation outcome, irrespective of higher emotional intelligence. It can be concluded that experienced negotiators perform better during a negotiation and, hence, it is valuable to increase the level of experience through training and practical application. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/79818 |
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