Bargainer Characteristics in Distributive and Integrative Negotiation

Journal of Personality and Social Psychology, Vol. 74, No. 2, pp. 345-359, 1998

15 Pages Posted: 19 Oct 2006

See all articles by Bruce Barry

Bruce Barry

Vanderbilt University - Owen Graduate School of Management

Ray Friedman

Vanderbilt University - Organizational Behavior

Abstract

Negotiation researchers theorize that individual differences are determinants of bargaining processes and outcomes but have yet to establish empirically the role of individual differences. In 2 studies the authors used bargaining simulations to examine the roles of personality and cognitive ability in distributive (Study 1) and integrative (Study 2) negotiation. The authors hypothesized and found evidence that Extraversion and Agreeableness are liabilities in distributive bargaining encounters. For both Extraversion and Agreeableness there were interactions between personality and negotiator aspirations such that personality effects were more pronounced in the absence of high aspirations. Contrary to predictions, Conscientiousness was generally unrelated to bargaining success. Cognitive ability played no role in distributive bargaining but was markedly related to the attainment of joint outcomes in a situation with integrative potential.

Keywords: negotiation,personality,cognitive ability,distributive,integrative

Suggested Citation

Barry, Bruce and Friedman, Raymond A., Bargainer Characteristics in Distributive and Integrative Negotiation. Journal of Personality and Social Psychology, Vol. 74, No. 2, pp. 345-359, 1998. Available at SSRN: https://ssrn.com/abstract=936433

Bruce Barry (Contact Author)

Vanderbilt University - Owen Graduate School of Management ( email )

Nashville, TN 37203
United States

Raymond A. Friedman

Vanderbilt University - Organizational Behavior ( email )

401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)

HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

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