On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: A Meta-Analysis

75 Pages Posted: 21 Jun 2013

See all articles by Sudeep Sharma

Sudeep Sharma

Washington University in St. Louis - John M. Olin Business School

William P. Bottom

Washington University in St. Louis - John M. Olin Business School

Hillary Anger Elfenbein

Washington University in St. Louis, Olin School of Business

Date Written: June 20, 2013

Abstract

There has been a longstanding consensus among researchers that individual differences play a limited role in predicting negotiation outcomes. However, this consensus results historically from early reviews that relied on limited data and problematic research designs. Questioning this consensus, a meta-analysis of negotiation studies revealed a significant role for individual difference variables. The analysis demonstrated predictive validity for numerous personality traits, cognitive ability, and emotional intelligence. Multiple outcome measures were examined, namely economic individual value, economic joint value, and psychological subjective value for both the negotiator and counterpart. Each individual difference measure had predictive validity for at least one outcome measure, with the exception of conscientiousness. Characteristics of research design moderated some associations. Field data showed stronger effects than did laboratory studies. Implications for theory and practice are considered.

Keywords: negotiations, individual differences, personality, intelligence, cognitive ability, emotional intelligence

JEL Classification: Z00

Suggested Citation

Sharma, Sudeep and Bottom, William P. and Elfenbein, Hillary Anger, On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: A Meta-Analysis (June 20, 2013). Available at SSRN: https://ssrn.com/abstract=2282251 or http://dx.doi.org/10.2139/ssrn.2282251

Sudeep Sharma

Washington University in St. Louis - John M. Olin Business School ( email )

One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States

William P. Bottom

Washington University in St. Louis - John M. Olin Business School ( email )

One Brookings Drive
Campus Box 1156
St. Louis, MO 63130-4899
United States
314-935-6351 (Phone)
314-935-6359 (Fax)

HOME PAGE: http://www.olin.wustl.edu/faculty/bottom.html

Hillary Anger Elfenbein (Contact Author)

Washington University in St. Louis, Olin School of Business ( email )

One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States

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