Personality and Negotiation Performance: The People Matter

Journal of Collective Negotiations (accepted for publication; journal ceased publication December 2014)

45 Pages Posted: 19 Jan 2015 Last revised: 20 Jan 2015

See all articles by Mary Sass

Mary Sass

Western Washington University

Matthew Liao-Troth

Western Washington University; Hawai‘i Pacific University

Date Written: January 18, 2015

Abstract

This study addresses three deficiencies in personality effects and negotiation performance research. First, few studies have addressed all Big Five dimensions simultaneously. Second, no study has examined the outcomes of distributive, integrative, and compatible negotiations concurrently. Finally, the interdependence of negotiation dyads has not been analyzed appropriately. Using an undergraduate student sample of 138 dyads, the IPIP-NEO, Neale’s New Recruit simulation, and Actor-Partner Interdependence Modeling, we address these concerns. Findings indicate that the negotiator’s agreeableness and openness to experience positively impact the negotiator’s distributive outcomes. This is contrary to prior findings and our expectations. We also found that the negotiating partner’s neuroticism positively, and the joint effect of the two parties’ neuroticism negatively, impacts distributive negotiation outcomes. Contrary to our predictions we found no personality effects for integrative and for compatible negotiation outcomes. All findings were after controlling for age and gender similarity.

Keywords: Personality, Negotiation, Interdependence

Suggested Citation

Sass, Mary and Liao-Troth, Matthew, Personality and Negotiation Performance: The People Matter (January 18, 2015). Journal of Collective Negotiations (accepted for publication; journal ceased publication December 2014). Available at SSRN: https://ssrn.com/abstract=2549992 or http://dx.doi.org/10.2139/ssrn.2549992

Mary Sass

Western Washington University ( email )

516 High Street
Bellingham, WA 98225
United States

Matthew Liao-Troth (Contact Author)

Western Washington University ( email )

516 High Street
Bellingham, WA 98225
United States

HOME PAGE: http://cbe.wwu.edu/mgmt/personprofile.aspx?PersonID=493064

Hawai‘i Pacific University

1164 Bishop Street
Suite 800
Honolulu, HI 96813
United States

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