On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: A Meta-Analysis

Sudeep Sharma
Washington University in Saint Louis – John M. Olin Business School

William P. Bottom
Washington University in Saint Louis – John M. Olin Business School

Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business

June 20, 2013
Abstract:

There has been a longstanding consensus among researchers that individual differences play a limited role in predicting negotiation outcomes. However, this consensus results historically from early reviews that relied on limited data and problematic research designs. Questioning this consensus, a meta-analysis of negotiation studies revealed a significant role for individual difference variables. The analysis demonstrated predictive validity for numerous personality traits, cognitive ability, and emotional intelligence. Multiple outcome measures were examined, namely economic individual value, economic joint value, and psychological subjective value for both the negotiator and counterpart. Each individual difference measure had predictive validity for at least one outcome measure, with the exception of conscientiousness. Characteristics of research design moderated some associations. Field data showed stronger effects than did laboratory studies. Implications for theory and practice are considered.

On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes- A Meta-Analysis

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