Povezanost emocionalne inteligencije i etičnog ponašanja u poslovnom pregovaranju

master's thesis

• Title (english): Connection between emotional intelligence and ethical behaviour in business negotiation
• Author: Marcela Brkić
• Mentor: Marija Tomašević-Lišanin (mentor); MBZ: 189864
• Committee member: Miroslav Mandić (predsjednik povjerenstva)
• Committee member: Mirko Palić (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Marketing); Zagreb
• Defense date and country: 2021-06-09, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Marketing

Abstract

Ovim istraživanjem ispitivala se povezanost samoprocjene emocionalne inteligencije hrvatskih poslovnih ljudi s općim stavom prema etičnim i neetičnim pregovaračkim taktikama u poslovnom pregovaranju. Rezultati istraživanja pokazali su vrlo visoke rezultate samoprocjene ispitanika na skali procjene emocionalne i socijalne inteligencije (ESCI), dok su rezultati „The SINS II“ skale koja ispituje stav prema neetičnim taktikama u pregovaranju pokazali da ispitanici postižu umjerene do niže rezultate, odnosno većina ispitanika nije sklona korištenju neetičnih taktika u pregovaranju. Glavna pretpostavka istraživanja temelji se na tome da će viša razina emocionalne inteligencije biti negativno povezana s višom razinom primjene neetičnih praksi u procesu poslovnog pregovaranja. Dobiveni rezultati istraživanja pokazali su da postoji umjerena negativna korelacija između istraživanih varijabli (r = -0.314, p < 0.01) te je pretpostavljena teza potvrđena.

Abstract (english)

The aim of this paper was to determine the relationship between the level of emotional intelligence of Croatian businessmen and their general attitude towards ethical and unethical negotiation tactics. The survey showed that Croatian businessmen achieved very high results on the Emotional and Social Competency Inventory (ESCI), while the results have shown that the respondents achieved moderate to lower results on the "The SINS II" scale which examines the attitude towards unethical negotiation tactics. That means that most surveyed managers are not prone to use unethical tactics in negotiation. The main assumption of this paper was that a higher level of emotional intelligence will be negatively correlated with a higher level of using unethical practices in the business negotiation process. The results have shown that there is a moderate negative correlation between the variables of emotional intelligence and unethical practices in the negotiation process (r = -0.314, p <0.01). This confirms the assumption of the thesis that respondents who achieve higher results on the emotional and social intelligence questionnaire tend to apply less unethical practices in business negotiation.

• Keywords: emocionalna inteligencija; etika; poslovno pregovaranje; etika u pregovaranju
• Keywords (english): emotional intelligence; ethics; business negotiation; ethics in negotiation
• Language: croatian
• URN:NBN: urn:nbn:hr:148:399712
• Study programme: Title: Business Economics; Study programme type: university; Study level: integrated undergraduate and graduate; Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Access restricted to authenticated users
• Created on: 2021-06-10 07:11:33