IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v24y2015i3d10.1007_s10726-014-9399-1.html
   My bibliography  Save this article

Emotional Intelligence and Negotiation Outcomes: Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy

Author

Listed:
  • Kihwan Kim

    (Buena Vista University)

  • Nicole L. Cundiff

    (University of Alaska Fairbanks)

  • Suk Bong Choi

    (University of Ulsan)

Abstract

The current research was designed to examine the effects of emotional intelligence on both economic and social outcomes, as well as to explore the extent to which rapport, bargaining strategy, and judgment accuracy would mediate relationships between emotional intelligence and negotiation outcomes. Upper-level business students (284 individuals, 142 dyads) were pre-tested on emotional intelligence using the 33-item measure from Schutte et al. (Personal Individ Differ 25:167–177, 1998). They were then recruited to participate in a job contract negotiation in which one party played the role of personnel manager and the other played the role of a new employee. Emotional intelligence had a significant, positive effect on the three social negotiation outcomes of trust, satisfaction, and desire to work together again in the future. Moreover, rapport and negotiation strategy either fully or partially mediated each of these relationships. In contrast, emotional intelligence had no significant effects on economic outcomes.

Suggested Citation

  • Kihwan Kim & Nicole L. Cundiff & Suk Bong Choi, 2015. "Emotional Intelligence and Negotiation Outcomes: Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy," Group Decision and Negotiation, Springer, vol. 24(3), pages 477-493, May.
    • Handle: RePEc:spr:grdene:v:24:y:2015:i:3:d:10.1007_s10726-014-9399-1
    DOI: 10.1007/s10726-014-9399-1
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-014-9399-1
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-014-9399-1?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
    2. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    3. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    4. Thompson, Leigh & DeHarpport, Terri, 1994. "Social Judgment, Feedback, and Interpersonal Learning in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(3), pages 327-345, June.
    5. Daniel Druckman & Benjamin J. Broome, 1991. "Value Differences and Conflict Resolution," Journal of Conflict Resolution, Peace Science Society (International), vol. 35(4), pages 571-593, December.
    6. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    7. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Leonidas C. Leonidou & Bilge Aykol & Jorma Larimo & Lida Kyrgidou & Paul Christodoulides, 2021. "Enhancing International Buyer-Seller Relationship Quality and Long-Term Orientation Using Emotional Intelligence: The Moderating Role of Foreign Culture," Management International Review, Springer, vol. 61(3), pages 365-402, June.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    2. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    3. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    4. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    5. Swaab, Roderick I. & Lount, Robert B. & Chung, Seunghoo & Brett, Jeanne M., 2021. "Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 157-169.
    6. Rothman, Naomi B. & Northcraft, Gregory B., 2015. "Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 65-76.
    7. Anderson, Cameron & Thompson, Leigh L., 2004. "Affect from the top down: How powerful individuals' positive affect shapes negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 125-139, November.
    8. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    9. Vetschera, Rudolf, 2009. "Learning about preferences in electronic negotiations - A volume-based measurement method," European Journal of Operational Research, Elsevier, vol. 194(2), pages 452-463, April.
    10. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    11. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    12. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    13. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    14. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    15. Kang, Polly & Schweitzer, Maurice E., 2022. "Emotional Deception in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
    16. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
    17. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    18. Sascha Alavi & Johannes Habel & Marco Schwenke & Christian Schmitz, 2020. "Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 165-185, March.
    19. Janice Nadler & Leigh Thompson & Leaf Van Boven, 2003. "Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer," Management Science, INFORMS, vol. 49(4), pages 529-540, April.
    20. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:24:y:2015:i:3:d:10.1007_s10726-014-9399-1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.