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

Abstract

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.