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Emotional Intelligence and its links to the Negotiating Skills of Leaders

O'Rourke, Conor (2018) Emotional Intelligence and its links to the Negotiating Skills of Leaders. Masters thesis, Dublin, National College of Ireland.

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An expanding field of literature now exists into the field of emotional intelligence. The subject has been increasing in popularity with researchers since its inception into the study of psychology and human resource management. However, it was in the mid. 1990s that the subject really gained prominence in both the academic and business worlds, when it was linked with effective leadership. Many variants of research into emotional intelligence now exist and not all scholars are congruent with elements needed to define the theory. However, it is widely believed that the key theories on the subject have more similarities than differences. It is from this standpoint that this research will explore some of the key constructs that are common throughout the theories and test them against a key element of a leader’s skill set, negotiation.

This study, through quantitative research methods, investigates levels of emotional intelligence and negotiation skills in a sample taken from a total of 115 participants who were living or working in the greater Dublin area. For the purposes of this study Emotional intelligence was separated into four separate constructs, this was to test which elements had the greatest correlation with an above average level of negotiation skills. Each of the four constructs of emotional intelligence were tested independently and it was found that of the participants tested they appeared to possess moderately above average levels of each construct of emotional intelligence. The same independent test was run for negotiation skills and again the participants were found to have slightly above average levels of negotiation skills compared to the median. Tests were also run to see if leaders had an above average level of negotiation skills, and if these variables could reliably predict a person’s negotiation ability. Further tests were then run to test for other demographic variables and negotiating ability.

From the analysis this research can infer a moderate correlation between negotiation and two of the four constructs of EI tested, these are use of emotions and the regulation of emotions. It was also found that along with these two components of EI theory that leadership was also a reasonable predictor of negotiation skills. The study tested to see if gender had any significance on these findings, but no significance could be reported during the course of this study.

Item Type: Thesis (Masters)
Subjects: B Philosophy. Psychology. Religion > Psychology > Emotional Intelligence
H Social Sciences > HM Sociology > Leadership
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management > Human Resource Management > Leadership
Divisions: School of Business > Master of Business Administration
Depositing User: Caoimhe Ní Mhaicín
Date Deposited: 30 Oct 2018 11:45
Last Modified: 30 Oct 2018 11:45

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