情緒智力與談判行為：談判策略、人際吸引力與談判結果
摘要
This study examines the impact of negotiator's emotional intelligence (EI) on the processes and outcomes of one-time, dyadic negotiation. Departure from the previous researches, EI is an ability, a behavior rather than a skill. And negotiation is based upon the ability to influence the other party to accommodate to the proposed direction. This study focuses on the following fields: First, how does EI influence the processes and outcomes of the negotiation? Second, what is the relationship between negotiator's EI and the processes and outcomes of the negotiations? Does a high EI negotiator achieve better outcomes than the low EI negotiator? Third, introducing and applying the EI measurement-Chinese Emotional Intelligence Inventory (CEII). A total of 200 Taiwanese middle-senior managers were administrated the Chinese Emotional Intelligence inventory (CEII) under three stages experimental design including pretest, dyadic face to face negotiation on three commodities, and posttest. After conducting LISREL model analysis, this study finds that there is no significant difference between negotiator's EI and the outcomes of the negotiation although EI has impact on the choice of negotiating strategies and interpersonal attraction. The results also show that there is a significant interaction between the emotional level of the negotiator's opponent and the negotiator's strategy. That is, when the negotiator's opponent has a higher emotional level and the negotiator uses a competitive strategy, the higher the personal profits that the negotiator will receive. This may suggest that a more emotional negotiator is vulnerable to be taken advantage of by his/her opponent. The results also show that there is a significant difference between negotiator's EI and the processes of the negotiation. High EI negotiator has more integrative strategy, but which also leaves one vulnerable to exploitation to a lower EI negotiator. This research also finds that the more the negotiator's interp