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How do personality traits affect the relationship between emotional intelligence (EI) and the preferred conflict mode of a negotiator?

Kill, Philipp (2021) How do personality traits affect the relationship between emotional intelligence (EI) and the preferred conflict mode of a negotiator?

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Abstract:This explorative study aims to explore the influence of personality traits and emotional intelligence (EI) on the preferred conflict-handling mode of a negotiator in the business-to-business (B2B) environment. The thesis used semi-structured interviews combined with quantitative tests for EI, the HEXACO personality traits, and the preferred conflict mode (TKI). The responses were analysed using the comparative method analysis approach. The results indicate that preparation for and approach to the negotiation are both influenced by the conflict mode of a negotiator. Additionally, both EI and personality traits influenced the negotiation. Here, a stronger perceived effect of personality traits could be observed. Thus, it can be concluded that the effectiveness of EI may be influenced or moderated by the influence of personality traits. These results however are limited by the fact that the quantitative tests of EI did not allow for grouping of the participants. Therefore, the researcher had to rely on self-reported data regarding EI. Despite these limitations, the study contributes to theory and practice. Firstly, it highlights the strong effects of personality traits on negotiations and EI. Furthermore, it sheds light on how negotiation preparation and approach are influenced by the conflict mode.
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/86283
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