Resilient negotiators: the effects of trait negotiation resilience on behavior, perception and outcomes

Purpose This study aims to test the contributions of a new type of resilience, Trait Negotiation Resilience (TNR; Nelson et al., 2016), to negotiators’ effective behavior, perception of opponent and negotiation outcomes. Design/methodology/approach A laboratory study (N = 98; 49 dyads) featuring a m...

Full description

Saved in:
Bibliographic Details
Published in:The International journal of conflict management 2021-05, Vol.32 (3), p.361-382
Main Authors: Shacham, Rotem, Nelson, Noa, Ben-Ari, Rachel
Format: Article
Language:English
Subjects:
Attributes
Behavior
Collaboration
Emotions
Empathy
Interdependence
Intrinsic motivation
Laboratories
Life events
Negotiation
Negotiations
Perceptions
Problem solving
Resilience
Selfimprovement
Sense of purpose
Social motivation
Social skills
Undergraduate students
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:Purpose This study aims to test the contributions of a new type of resilience, Trait Negotiation Resilience (TNR; Nelson et al., 2016), to negotiators’ effective behavior, perception of opponent and negotiation outcomes. Design/methodology/approach A laboratory study (N = 98; 49 dyads) featuring a mixed-motive negotiation task. Participants self-reported TNR (emotional skills, social sensitivity, intrinsic motivation for self-improvement and a sense of purpose to life events) up to a week before negotiating. After the negotiations, they rated their opponents on resilient, effective personal attributes and reported their own subjective value (SV). Trained judges watched the negotiations, coded objective outcomes and rated negotiators on dimensions of effective negotiation behavior. Statistical analyses accounted for dyadic interdependence. Findings TNR predicted higher levels of effective negotiation behavior, which, in turn, fully mediated TNR’s favorable contribution to negotiated value. TNR also predicted higher levels of SV, and this contribution was partially mediated by perceiving effective personal attributes in the opponent. Research limitations/implications The sample size was moderate and it consisted of undergraduate students, most of them female. Originality/value Evidence on the contribution of a personality construct to both outcome and process negotiator variables; contribution to the research of specific types of resilience.
ISSN:1044-4068
1758-8545
DOI:10.1108/IJCMA-12-2019-0222