The influence of personality and emotional intelligence on the negotiation style of Mexican business undergraduate students

Celestino Robles Estrada, Diana Isabel De La Torre Enriquez, Sonia Andrea Díaz Madrazo

Resumen


El papel de diferencias individuales en la negociación es generalmente ambiguo. Por ejemplo, los investigadores por mucho tiempo han tratado de ligar a la personalidad con los procesos y resultados de la negociación, con relativamente pocas conclusiones positivas. La negociación es un contexto valioso para explorar las consecuencias de emociones, porque las negociaciones pueden suelen estar impregnadas con emociones. Este artículo afirma que aunque los estudios sobre la relación de los rasgos de personalidad y los  estilos de negociación hayan generado resultados ambiguos, incorporando la inteligencia emocional al modelo de medición podría proporcionar algunos resultados interesantes. Considerando esta premisa, este estudio explora los efectos combinados de la inteligencia emocional y la personalidad sobre el estilo de negociación.


Palabras clave


Estilo de negociación; inteligencia emocional; rasgos de la personalidad

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Referencias


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