Are some negotiators better than others? Individual differences in bargaining outcomes

Journal of Research in Personality

Volumn 42, Issue 6, 2008, Pages 1463-1475

  Elfenbein, Hillary Anger ^a   Curhan, Jared R ^b   Eisenkraft, Noah ^c   Shirako, Aiwa ^a   Baccaro, Lucio ^b  

^a UNIVERSITY OF CALIFORNIA   (United States)

^b MASSACHUSETTS INSTITUTE OF TECHNOLOGY   (United States)

^c UNIVERSITY OF PENNSYLVANIA   (United States)

Author keywords

Bargaining; Individual differences; Negotiation; Performance; Social Relations Model

Indexed keywords

EID: 57049132996     PISSN: 00926566     EISSN: 10957251     Source Type: Journal    
DOI: 10.1016/j.jrp.2008.06.010     Document Type: Article

References (61)

1. Ames, D.R. (submitted for publication). Assertiveness expectancies: How hard people push depends on the consequences they predict. Manuscript submitted for publication.
2. Baker-Brown G., Ballard E.J., Bluck S., deVries B., Suedfeld P., and Tetlock P. The integrative complexity coding manual. In: Smith C. (Ed). Handbook of thematic analysis (1992), Cambridge University Press, Cambridge, England 605-611
3. Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 (1986) 1173-1182
4. Barrick M.R., and Mount M.K. The Big Five personality dimensions and job performance: A meta-analysis. Personnel Psychology 44 (1991) 1-26
5. Barry B., and Friedman R.A. Bargainer characteristics in distributive and integrative negotiation. Journal of Personality and Social Psychology 74 (1998) 345-359
6. Barry B., Fulmer I.S., and Van Kleef G. I laughed, I cried, I settled: The role of emotion in negotiation. In: Gelfand M.J., and Brett J.M. (Eds). The handbook of negotiation and culture: Theoretical advances and cross-cultural perspectives (2004), Stanford University Press, Palo Alto, CA 71-94
7. Bates D., and Sarkar D. lme4: Linear mixed-effects models using S4 classes for R package version 0.995-2 [Computer software] (2006), R Foundation for Statistical Computing, Vienna, Austria
8. Boldry J.G., and Kashy D.A. Intergroup perception in naturally occurring groups of differential status: A social relations perspective. Journal of Personality and Social Psychology 77 (1999) 1200-1212
9. Bowles H.R., Babcock L., and McGinn K.L. Constraints and triggers: Situational mechanics of gender in negotiation. Journal of Personality and Social Psychology 89 (2005) 951-965
10. Carnevale P.J., and De Dreu C.K.W. Motive: The negotiator's raison d'être. In: Thompson L. (Ed). Frontiers of social psychology: Negotiation theory and research (2006), Psychology Press, New York 55-76
11. Carnevale P.J.D., and Isen A.M. The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes 37 (1986) 1-13
12. Christie R., and Geis F. Studies in Machiavellianism (1970), Academic Press, New York
13. Coney J., and Serna P. Creative-thinking from an information-processing perspective-A new approach to Mednicks theory of associative hierarchies. Journal of Creative Behavior 29 (1995) 109-132
14. Cooley C.H. Human nature and the social order (1902), Scribner, New York
15. Costa Jr. P.T., and McCrae R.R. Revised NEO Personality Inventory (NEO-PI-R) and NEO Five-Factor Inventory (NEO-FFI) professional manual (1992), Psychological Assessment Resources, Odessa, FL
16. Curhan, J.R. (2005). The Appropriateness of Price Negotiation Scale. Unpublished survey instrument, Massachusetts Institute of Technology, Cambridge, MA.
17. Curhan J.R., Elfenbein H.A., and Xu H. What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology 91 (2006) 493-512
18. Curhan, J.R., Elfenbein, H.A., & Eisenkraft, N. (in press). The objective value of subjective value: A multiround negotiation experiment. Journal of Applied Social Psychology.
19. Eagley A.H., and Chaiken S. Attitude structure and function. In: Gilbert D.T., and Fiske S.T. (Eds). The handbook of social psychology (1998), McGraw-Hill, Boston 788-827
20. Elfenbein H.A., Foo M.D., Boldry J.G., and Tan H.H. Dyadic effects in nonverbal communication: A variance partitioning analysis. Cognition and Emotion 20 (2006) 149-159
21. Forgas J.P. On feeling good and getting your way: Mood effects on negotiation strategies and outcomes. Journal of Personality and Social Psychology 74 (1998) 565-577
22. Froman L.A., and Cohen M.D. Compromise and logroll: Comparing the efficiency of two bargaining processes. Behavioral Science 30 (1970) 180-183
23. Fulmer I.S., and Barry B. The smart negotiator: Cognitive ability and emotional intelligence in negotiation. International Journal of Conflict Management 15 (2004) 245-272
24. Kenny D.A. Interpersonal perception: A social relations analysis (1994), Guilford Press, New York
25. Kenny, D.A. (1998). SOREMO [computer program]. Retrieved December 1, 2006. Available from: http://nw3.nai.net/~dakenny/kenny.htm.
26. Kenrick D.T., and Funder D.C. Profiting from controversy: Lessons from the person-situation debate. American Psychologist 43 (1988) 23-34
27. Kray L.J., and Haselhuhn M.P. Implicit negotiation beliefs and performance: Experimental and longitudinal evidence. Journal of Personality and Social Psychology 93 (2007) 49-64
28. Kray L.J., and Thompson L. Gender stereotypes and negotiation performance: An examination of theory and research. Research in Organizational Behavior 26 (2005) 103-182
29. Kurtzberg T.R. Creative thinking, cognitive aptitude, and integrative joint gain: A study of negotiator creativity. Creativity Research Journal 11 (1998) 283-293
30. Lax D.A., and Sebenius J.K. Interests: The measure of negotiation. Negotiation Journal 2 (1986) 73-92
31. Lewicki R.J., Litterer J.A., Minton J.W., and Saunders D.M. Negotiation. 2nd ed. (1994), Irwin, Burr Ridge, IL
32. Loewenstein J., Thompson L., and Gentner D. Analogical learning in negotiation teams: Comparing cases promotes learning and transfer. Academy of Management Learning and Education 2 (2003) 119-127
33. Mayer J.D., Salovey P., and Caruso D.R. Mayer-Salovey-Caruso Emotional Intelligence Test (MSCEIT) user's manual (2002), MHS, Toronto, Canada
34. Mestdagh, S., & Buelens, M. (2003). Thinking back on where we're going: A methodological assessment of five decades of research in negotiation behavior. Paper presented at the 16th Annual International Association for Conflict Management Conference, Melbourne, Australia.
35. Metts S. "But I thought that we were more than error variance": Application of the social relations model to personal relationships. In: Conville R.L., and Rogers L.E. (Eds). The meaning of "relationship" in interpersonal communication (1998), Praeger, Westport, CT 107-131
36. Miller D.T. The norm of self-interest. American Psychologist 54 (1999) 1053-1060
37. Mills C.W. Situated actions and vocabularies of motive. American Sociological Review 5 (1940) 904-913
38. Mischel W. The interaction of person and situation. In: Magnusson D., and Endler N.S. (Eds). Personality at the crossroads: Current issues in interactional psychology (1977), Erlbaum, Hillsdale, NJ 333-352
39. Mischel W., and Shoda Y. A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure. Psychological Review 102 (1995) 246-268
40. Mueller J.S., and Curhan J.R. Emotional intelligence and counterpart mood induction in a negotiation. International Journal of Conflict Management 17 (2006) 110-128
41. Nadler J., Thompson L., and Van Boven L. Learning negotiation skills: Four models of knowledge creation and transfer. Management Science 49 (2003) 529-540
42. Neale M.A. The new recruit (1997), Dispute Resolution Research Center, Northwestern University, Evanston, IL
43. Neale M.A., and Northcraft G.B. Behavioral negotiation theory: A framework for conceptualizing dyadic bargaining. Research in Organizational Behavior 13 (1991) 147-190
44. Pruitt D.G. Achieving integrative agreements. In: Bazerman M.H., and Lewicki R.J. (Eds). Negotiating in organizations (1983), Sage, Beverly Hills, CA 35-49
45. Pruitt D.G., and Rubin J.Z. Social conflict: Escalation, stalemate, and settlement (1986), McGraw-Hill, New York
46. Robinson R.J., Lewicki R.J., and Donahue E.M. Extending and testing a five factor model of ethical and unethical bargaining tactics: Introducing the SINS scale. Journal of Organizational Behavior 21 (2000) 649-664
47. Rosenberg M. Society and the adolescent self-image (1965), Princeton University Press, Princeton, NJ
48. Schwartz B., Ward A., Monterosso J., Lyubomirsky S., White K., and Lehman D.R. Maximizing versus satisficing: Happiness is a matter of choice. Journal of Personality and Social Psychology 83 (2002) 1178-1197
49. Shell G.R. Bargaining styles and negotiation: The Thomas-Kilmann Conflict Mode Instrument in negotiation training. Negotiation Journal 17 (2001) 155-174
50. Sternberg R.J., and Dobson D.M. Resolving interpersonal conflicts: An analysis of stylistic consistency. Journal of Personality and Social Psychology 52 (1987) 794-812
51. Suedfeld P., Tetlock P.E., and Streufert S. Conceptual/integrative complexity. In: Smith C.P., Atkinson J.W., McClelland D.C., and Veroff J. (Eds). Motivation and personality: Handbook of thematic content analysis (1992), Cambridge University Press, New York 393-400
52. Sullivan B.A., O'Connor K.M., and Burris E.R. Negotiator confidence: The impact of self-efficacy on tactics and outcomes. Journal of Experimental Social Psychology 42 (2006) 567-581
53. Terhune K. The effects of personality in cooperation and conflict. In: Swingle P. (Ed). The structure of conflict (1970), Sage, Beverly Hills, CA 193-234
54. Thomas K.W., and Kilmann R.H. Thomas-Kilmann conflict mode instrument (1974), Xicom, Tuxedo, NY
55. Thompson L. An examination of naive and experienced negotiators. Journal of Personality and Social Psychology 59 (1990) 82-90
56. Thompson L. Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin 108 (1990) 515-532
57. Thompson L., and Hrebec D. Lose-lose agreements in interdependent decision making. Psychological Bulletin 120 (1996) 396-409
58. Thompson L., Loewenstein J., and Gentner D. Avoiding missed opportunities in managerial life: Analogical training more powerful than individual case training. Organization Behavior and Human Decision Processes 82 (2000) 60-75
59. Torrance E.P. Torrance tests of creative thinking: Directors manual and scoring guide (1966), Personnel Press, Lexington, MA
60. Walton R.E., and McKersie R.B. A behavioral theory of labor negotiations (1965), McGraw Hill, New York
61. Watson D., Clark L.A., and Tellegen A. Development and validation of brief measures of positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology 54 (1988) 1063-1070