The Moderating Effects of Self-assertiveness and Emotional Intelligence on the Relationship between Personality trait and Negotiation Strategy

• Main Authors: LIN, FU-LIN, 林甫霖
• Other Authors: LAI, CHIH-CHAO
• Format: Others
• Language: en_US
• Published: 2016
• Online Access: http://ndltd.ncl.edu.tw/handle/82846p

碩士 === 國立雲林科技大學 === 應用外語系 === 105 === Negotiation has become a crucial core of functioning business nowadays. In order to enhance the possibility of achieving goal in negotiation, this study aims to investigate the relationship among emotional intelligence, self-assertiveness, personality trait, and negotiation strategy. The 352 questionnaires were collected from participants age 18 to 55 in Taiwan. After data analysis, the result shows the personality trait can partially predict negotiation strategy. When testing the moderating effect of emotional intelligence on the main relationship, we found out that emotional intelligence is able to moderate in five sets of main relationship, and we concluded that the moderating effect of emotional intelligence is partially existed on the main relationship. On the other side, only two sets of main relationships be moderated by self-assertiveness. Therefore, we concluded that although self-assertiveness did influence few sets of the relationships but lack of enough moderating effect as a moderator to increase the accuracy of prediction of negotiation strategy. In the end of this research, we discussed implications and limitation of the study, and provided suggestions for further research.