Resumen de Influence of personality and emotional intelligence on the negotiation style an empirical study in Mexico.

Celestino Robles Estrada, Diana Isabel de la Torre Enríquez, Sonia Andrea Díaz Madrazo

• INTRODUCTION 1. THEORETICAL FRAMEWORK AND HYPOTHESIS.

  1.1 Negotiation.

  1.1.1 Negotiation styles.

  1.1.2 The problem-solving communication.

  1.2 Emotional intelligence.

  1.2.1 Emotional intelligence and negotiation style.

  1.3 Personality variables.

  2. MEASUREMENT MODEL.

  2.1 Effect of personality variables.

  2.2 Operationalization of variables.

  2.3 Questionnaire design and sample and data collection.

  2.4 Data analysis and results.

  2.5 The measurement model.

  2.5.1 Convergent validity.

  2.5.2 Discriminant validity.

  2.5.3 The structural model and hypotheses testing.

  3. DISCUSSION AND IMPLICATIONS.

  4. STUDY LIMITATIONS AND FUTURE RESEARCH DIRECTIONS.