University of Twente Student Theses
The effect of emotional intelligence on B2B negotiations in terms of preparations, behaviours and outcomes
Elezović, K. (2020) The effect of emotional intelligence on B2B negotiations in terms of preparations, behaviours and outcomes.
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| Abstract: | This study serves the purpose of researching the effect of emotional intelligence on B2B negotiations in terms of preparations, behaviours and outcomes. Emotions are known to play a large role in negotiations. However, a clear relationship is yet to be identified. It does so by researching twelve selected cases of professional negotiators from various internationally operating organisations in the Netherlands. The empirical part of the study consists of a qualitative multiple case study through interviews made up of four phases, measuring the respondents’ EI level, evaluating their manner of preparations, identifying their negotiation behaviours and finally measuring their negotiated outcomes. The phases of the interview are done through open-ended questions, along with questionnaires, all based upon existing theories and literature. A total of twelve interviews have been conducted within various sectors in the Netherlands. The main findings are that higher EI levels do indeed result in better negotiation outcomes, as well as a more competitive orientation however in contrary to expectations EI does not significantly influence negotiator’s preparation. Limitations of this study are found in the scope of the research; only firms in the Netherlands have been considered, along with a lack of considerations for other factors like gender, experience et cetera. Finally, theoretical and practical implications include that this study further addresses a commonly identified gap regarding studies in the field of negotiations of mainly researching student populations and highlighting that EI is a learned behaviour worth investing in for managers and organisations in order to improve their negotiation abilities. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/85306 |
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