The article discusses the role of emotional intelligence in negotiations. The effectiveness of the negotiations seen here in two aspects: as individual success and as a general, two-way performance. The hypothesis about a positive relationship between the individual level of emotional intelligence of participants and success/effectiveness of the negotiations was tested in quasi-experimental design with the role-playing game «Negotiations». The results generally indicate a confirmation of hypotheses. However, some facts need further study. In particular, it appears that in the negotiating pairs, consisting of participants with different levels of emotional intelligence (above and below the average for the group), the effectiveness of the negotiations as a whole is as low as in the pairs of participants with the same low level of emotional intelligence.
Ссылка для цитирования: Штроо В.А., Серов С.Ю. Эмоциональный интеллект участников как фактор эффективности деловых переговоров [Электронный ресурс] // Организационная психология. 2011. Т. 1. № 1. С. 8–23. URL: http://orgpsyjournal.hse.ru (дата обращения: чч.мм.гггг).