Are you a successful negotiator? A study on the roles of emotional intelligence and cognitive ability in negotiation

• Main Authors: Ang, Tian Tian, Tan, Kate Yin Si, Ng, Priscilla Huishan
• Other Authors: Nanyang Business School
• Format: Final Year Project
• Language: English
• Published: 2011
• Subjects: DRNTU::Business::Management::Negotiation
• Online Access: http://hdl.handle.net/10356/43851
• Institution: Nanyang Technological University

The purpose of this study is to determine the effect of emotional intelligence on value creation during the negotiation process. A group of business undergraduates were put through a negotiation simulation exercise. The results concluded that there is a positive relationship between emotional intelligence and value creation. Furthermore, the results also showed that cognitive ability moderates this relationship. These results indicate a need for negotiators to consider the impact of intelligences on value creation and the effect from the interaction between these intelligences in negotiation.