Sense and sensibility: The role of cognitive and emotional intelligence in negotiation

Schlegel, Katja; Mehu, Marc; van Peer, Jacobien M.; Scherer, Klaus R. (2018). Sense and sensibility: The role of cognitive and emotional intelligence in negotiation. Journal of Research in Personality, 74, pp. 6-15. Elsevier 10.1016/j.jrp.2017.12.003

[img] Text
1-s2.0-S0092656617301186-main.pdf - Published Version
Restricted to registered users only
Available under License Publisher holds Copyright.

Download (345kB) | Request a copy
[img] Text
Schlegel 2018 negotiation accepted Manuscript.pdf - Accepted Version
Restricted to registered users only until 3 January 2020.
Available under License Creative Commons: Attribution-Noncommercial-No Derivative Works (CC-BY-NC-ND).

Download (711kB) | Request a copy

This study tested whether EI (conceptualized as a performance-based ability) predicted economic and relational outcomes in an employee-recruiter negotiation above general mental ability (GMA) and whether a novel measure of emotion recognition ability (ERA; a central component of EI) predicted these outcomes better than an established broad ability EI test. Results showed that GMA was unrelated to negotiation outcomes. Higher scores on the ERA test and the emotional understanding subtest of the broad EI measure were associated with higher dyadic gains and higher individual gains for participants’ counterparts. Negotiators with high ERA were also perceived as more cooperative and likable and showed higher self-ratings of cooperativeness. Overall, the ERA test predicted outcomes more consistently than the broad ability EI test.

Item Type:

Journal Article (Original Article)

Division/Institute:

07 Faculty of Human Sciences > Institute of Psychology
07 Faculty of Human Sciences > Institute of Psychology > Personality Psychology, Differential Psychology and Diagnostics

UniBE Contributor:

Schlegel, Katja

Subjects:

100 Philosophy > 150 Psychology
300 Social sciences, sociology & anthropology > 370 Education

ISSN:

0092-6566

Publisher:

Elsevier

Language:

English

Submitter:

Katja Schlegel

Date Deposited:

24 Apr 2018 08:15

Last Modified:

31 Oct 2019 07:08

Publisher DOI:

10.1016/j.jrp.2017.12.003

BORIS DOI:

10.7892/boris.109974

URI:

https://boris.unibe.ch/id/eprint/109974

Actions (login required)

Edit item Edit item
Provide Feedback