University of Twente Student Theses


Negotiation behavior and tactics of emotionally intelligent purchasers

Kreft, N.R. (2020) Negotiation behavior and tactics of emotionally intelligent purchasers.

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Abstract:This thesis applies the study of emotional intelligence on a field of business administration. The purpose of this thesis is to find out, what kind of negotiation behavior and tactics are typically used by emotionally intelligent purchasers in business to business negotiations. Through a literature review, a qualitative data collection method and an analysis of 15 interviews with purchasing employees from companies in manufacturing industries data were collected to identify typically displayed negotiation behavior. The study found several behavior styles that are more typically used by emotionally intelligent purchasers, such as the usage of more appropriate competitive behaviors such as bluffing and traditional bargaining, as well as inappropriate competitive behavior and tactics such as information misrepresentation. Overall, a greater variety of behavior styles was found with emotionally intelligent purchasers. Further, body language and its conscious usage are considered more important with emotionally intelligent purchasers. Trust as a necessary condition for confidential information exchange was more clearly observed with high scoring purchasers, as was the desire to understand the opponent’s position and goals in the negotiation. The results are of interests to experts in the fields of negotiation behavior and emotional intelligence, as well as to all negotiators and HR managers
Item Type:Essay (Bachelor)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:70 social sciences in general, 77 psychology, 85 business administration, organizational science
Programme:International Business Administration BSc (50952)
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