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Perceived emotional intelligence and its relationship with perceptions of effectiveness in negotiation

Authors


Correspondence concerning this article should be addressed to Manuel Pulido-Martos, Campus Las Lagunillas, S/N Edif. C5, 23071, Jaén, Spain. E-mail: mpulido@ujaen.es

Abstract

In this study, we examined possible connections between perceived emotional intelligence (PEI) and effectiveness during the negotiation process in a sample of 123 workers from different organizations. Participants completed a set of questionnaires, including an exploration of the predictive and incremental validity of PEI measured by Trait-Meta-Mood Scale. Moreover, personality traits were carefully controlled to test the percentage of variance that PEI accounted for in efficiency during negotiation. Multiple regression analyses revealed that emotional repair accounts for part of the variance in the balance of power and in procedural flexibility that cannot be explained by personality traits alone. Thus, our results show that emotional repair accounts for negotiation effectiveness in a way that is independent of personality traits.

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