ABSTRACT
The horizontal axis of the matrix is represented by influencing, which serves as a measure of overall persuasion capability. The vertical axis of the matrix represents the level of intuition required when adopting a certain negotiation style. Reynolds has adapted the work and, through empirical research, has linked persuasion styles to emotional intelligence – and in particular the elements of intuition and influencing. Research has shown that chief executives rate influencing and intuition as key factors of career success. This view has led to increased Emotional Quotient (EQ) assessment amongst senior managers and it has been found to be particularly helpful in identifying leadership potential. Theorists suggest that in order to be successful individuals need both their IQ and their EQ to be higher than average.
