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Tolerance of ambiguity, information, and negotiation
1Faculty of Management, Atilim University, Turkey.
Psychological Reports
|December 4, 2001
Summary
Higher tolerance for ambiguity positively impacts negotiation outcomes among bank managers. Conversely, it is negatively correlated with misrepresenting information during negotiations.
Area of Science:
- Organizational Behavior
- Psychology
- Business Management
Background:
- Negotiation is a critical business process.
- Understanding psychological factors influencing negotiation is essential.
- Tolerance of ambiguity (TA) is a key personality trait.
Purpose of the Study:
- To investigate the relationship between tolerance of ambiguity and negotiation outcomes.
- To examine the association between tolerance of ambiguity and information misrepresentation in negotiations.
Main Methods:
- Survey data collected from 98 middle managers at a Turkish bank.
- Statistical analysis to determine correlations between variables.
Main Results:
- A significant positive correlation (r = .74, p < .01) was found between tolerance of ambiguity and negotiation outcomes.
- A significant negative correlation (r = -.66, p < .01) was observed between tolerance of ambiguity and information misrepresentation.
Conclusions:
- Tolerance of ambiguity is a valuable trait for achieving successful negotiation outcomes.
- Individuals with higher tolerance for ambiguity are less likely to misrepresent information during negotiations.