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Title: Are you a successful negotiator? A study on the roles of emotional intelligence and cognitive ability in negotiation
Authors: Ang, Tian Tian
Tan, Kate Yin Si
Ng, Priscilla Huishan
Keywords: DRNTU::Business::Management::Negotiation
Issue Date: 2011
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.
Rights: Nanyang Technological University
Fulltext Permission: restricted
Fulltext Availability: With Fulltext
Appears in Collections:NBS Student Reports (FYP/IA/PA/PI)

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