Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study

Elfenbein, H. A., Curhan, J. R., & Eisenkraft, N. (2022). Negotiator consistency, partner consistency, and reciprocity in behavior across partners: A round-robin study. Personality and Social Psychology Bulletin. In press.

Posted: 10 Mar 2022

See all articles by Hillary Anger Elfenbein

Hillary Anger Elfenbein

Washington University in St. Louis, Olin School of Business

Jared R. Curhan

Massachusetts Institute of Technology (MIT) - Sloan School of Management

Noah Eisenkraft

University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

Date Written: January 21, 2022

Abstract

This research takes a new perspective on the longstanding mystery of personality in negotiation, which has seen decades of null and inconsistent findings. Grounded in interactionist theories defining personality as consistency in behaviors when placed multiple times in the same situation, the investigation examines consistency in individuals’ behavioral profiles across negotiation partners. Such consistency supports efforts to identify enduring dispositions that can predict objective and subjective outcomes. A comprehensive set of behaviors related to negotiation were coded in a round-robin study using groups of four negotiators who each took turns working with each other person. Analysis using D. A. Kenny’s (1994) Social Relations Model revealed evidence for extensive actor effects (indicating consistency in negotiators’ behavior), as well as moderate partner effects (indicating consistency in counterparts’ behaviors) and dyadic reciprocity (indicating similarity in the behavior of negotiators and counterparts). We conclude with optimism for investigating the effects of personality in negotiation.

Keywords: Negotiation; Bargaining, Social Relations Model, Consistency, Reciprocity

Suggested Citation

Elfenbein, Hillary Anger and Curhan, Jared R. and Eisenkraft, Noah, Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study (January 21, 2022). Elfenbein, H. A., Curhan, J. R., & Eisenkraft, N. (2022). Negotiator consistency, partner consistency, and reciprocity in behavior across partners: A round-robin study. Personality and Social Psychology Bulletin. In press., Available at SSRN: https://ssrn.com/abstract=4028788

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

Jared R. Curhan

Massachusetts Institute of Technology (MIT) - Sloan School of Management ( email )

50 Memorial Drive, E52-554
Cambridge, MA 02142
United States
617-253-5219 (Phone)
617-253-2660 (Fax)

Noah Eisenkraft

University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area ( email )

United States

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