Kihwan Kim is an assistant professor in the School of Business at Buena Vista University in Storm Lake, Iowa. His e-mail address is firstname.lastname@example.org.
The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach
Version of Record online: 22 JAN 2014
© 2014 President and Fellows of Harvard College
Volume 30, Issue 1, pages 49–68, January 2014
How to Cite
Kim, K., Cundiff, N. L. A. and Choi, S. B. (2014), The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach. Negotiation Journal, 30: 49–68. doi: 10.1111/nejo.12045
- Issue online: 22 JAN 2014
- Version of Record online: 22 JAN 2014
- emotional intelligence;
- mediation effect;
- structural equation modeling
Although early research on negotiation focused on cognition and decision-making processes, recently, negotiation scholars have started to pay attention to the importance of emotion in negotiation and have suggested that emotional intelligence is likely to improve negotiation performance. Few studies, however, have tested the relationship between emotional intelligence and negotiation outcomes. This study contributes by empirically testing the influence of emotional intelligence on specific negotiation outcomes (joint gain, trust between parties, and the desire of parties to work together again) and also examines the mediating effects of rapport.
We used a laboratory experimental design with 202 participants to test the hypotheses. We found that a negotiator's emotional intelligence was correlated with his or her counterpart's trust level and desire to work again but had no effect on joint gain. In addition, rapport fully mediated the relationship between emotional intelligence and desire to work again, and between emotional intelligence and trust.