University of Twente Student Theses


Effect of emotional intelligence on negotiation behaviour of purchasers in a B2B environment

Hovestad, P.H. (2020) Effect of emotional intelligence on negotiation behaviour of purchasers in a B2B environment.

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Abstract:Emotions have made a breakthrough in management studies in the past decades, especially embodied in the concept of Emotional Intelligence as the ability of recognizing and managing one’s own emotions. So too has it become an interesting subject for studies on negotiation behaviour and performance, as negotiations can become quite emotional at times. The aim of this study is to explore whether there is a relationship between the level of Emotional Intelligence and the behaviour of negotiators in a Business-to-Business environment. The Emotional Intelligence of the participants is tested by using the GERT-S, which measures the ability to recognize emotions. The data on negotiation behaviour is gathered through conducting semi-structured interviews with purchasers from 16 manufacturing firms located mainly in the Netherlands and Germany, as well as one in Argentina, and analysed by using the comparative method. The results on the GERT-S test were evenly distributed among participants, where 5 had a low score, 6 a moderate one, and 5 a high score. The low scoring participants showed large differences ranging from very cooperative to very competitive, whereas the moderate and high scoring participants were more balanced. What follows from the results is that people with higher Emotional Intelligence tend to use a greater variety of tactics and perhaps are better at adapting their own behaviour depending on what is required by the context.
Item Type:Essay (Bachelor)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:International Business Administration BSc (50952)
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