Bargainer Characteristics in Distributive and Integrative Negotiation

Nego2Bargainer Characteristics in Distributive and Integrative Negotiation

Bruce Barry and Raymond A. Friedman
Vanderbilt University

Negotiation researchers theorize that individual differences are determinants of bargaining processes and outcomes but have
yet to establish empirically therole 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.

Bargainer Characteristics in Distributive and Integrative Negotiation

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