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Article

Эмоциональный интеллект участников как фактор эффективности деловых переговоров

Штроо В. А., Серов С. Ю.

In article the role of emotional intelligence in negotiating process is discussed. Productivity of negotiations is considered here in two aspects – on the one hand, as individual success, and with another – as the general, bilateral efficiency. For hypothesis check about presence of positive communication between an individual measure of expressiveness (level) of emotional intelligence of participants and success/efficiency of negotiations realise the quasiexperimental plan of empirical research by means of a role-playing game "Negotiations". The received results as a whole testify to acknowledgement of hypotheses. At the same time the facts demanding deeper studying are found out. In particular, it has appeared that in the trunk-call steams consisting of participants with various level of emotional intelligence (above and below an average on group), efficiency of negotiations as a whole is so low, as well as in steams of participants with equally low level of emotional intelligence.