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Area of Science:

  • Psychology
  • Social Psychology
  • Behavioral Science

Background:

  • Decades of research on personality in negotiation have yielded inconsistent findings.
  • Interactionist theories define personality as consistent behavior across similar situations.

Purpose of the Study:

  • To investigate behavioral consistency across different negotiation partners.
  • To identify enduring dispositions that predict negotiation outcomes.

Main Methods:

  • A round-robin study design with groups of four negotiators.
  • Coding a comprehensive set of negotiation behaviors.
  • Analysis using Kenny's Social Relations Model.

Main Results:

  • Evidence of significant actor effects, indicating consistent negotiator behavior.
  • Moderate partner effects, showing consistent counterpart behavior.
  • Significant dyadic reciprocity, demonstrating behavioral similarity within negotiation pairs.

Conclusions:

  • Behavioral consistency in negotiation is demonstrable.
  • This consistency supports the investigation of personality's predictive power in negotiation.
  • Future research can build on these findings for enhanced negotiation outcome prediction.