Exploring the Relationships between the Big Five Personality Factors, Conflict Styles, and Bargaining Behaviors

29 Pages Posted: 6 Jun 2005

See all articles by Zhenzhong Ma

Zhenzhong Ma

University of Windsor - Odette School of Business

Date Written: June 1, 2005

Abstract

The present study examines the relationship of individual differences in personality to one's preferences for conflict handling, and further to bargaining behaviors in a negotiation setting. The investigation offers a conceptual foundation for exploring the relationship between the Big Five personality factors, conflict styles, and behavioral patterns in business negotiation, then using student sample in a simulated business negotiation to empirically test the hypothesized relationships. Results show that extraversion is positively related to confrontational conflict styles and negatively to non-confrontational styles, while agreeableness is positively related to non-confrontational styles but negatively to confrontational styles. Further, neuroticism is found to negatively influence compromising style. Moreover, competing, collaborating, and avoiding are three styles that predict bargaining behaviors and further to negotiation outcomes. Implications are also discussed, which concludes this paper.

Keywords: Personality, Conflict Styles, Bargaining Behaviors

Suggested Citation

Ma, Zhenzhong, Exploring the Relationships between the Big Five Personality Factors, Conflict Styles, and Bargaining Behaviors (June 1, 2005). IACM 18th Annual Conference, Available at SSRN: https://ssrn.com/abstract=735063 or http://dx.doi.org/10.2139/ssrn.735063

Zhenzhong Ma (Contact Author)

University of Windsor - Odette School of Business ( email )

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