Role of personality style on bargaining outcomes

Abstract

Purpose The purpose of this paper is to identify whether personality traits can help explain the outcomes that arise in bargaining outcomes. Design/methodology/approach Experiments with subjects playing the alternating-offers bargaining game are considered. Both full information and asymmetric information treatments are considered. Subjects also complete standardized Myers-Briggs Type Indicator assessments. Findings Personality type measurements are shown to help explain the opening offers, rejections, and resulting wealth in the negotiations. It is shown that interactions between the personality dimensions are important and that the interaction between personality and information play a key role in bargaining outcomes. Research limitations/implications The research utilizes laboratory experiments to generate data. This expands our understanding of individual-level behavior, but suffers from the limitation of not replicating realistic bargaining situations. Practical implications The work should serve as a guide to organizations to identify traits of effective negotiators. Social implications Bargaining is a central economic activity. Being able to identify the root of differences in outcomes from negotiations should be able to inform institutional design issues. Originality/value Little work has been done connecting the rich literature in social psychology and management on personality to economic outcomes. The research on bargaining neglects to incorporate individual-level traits into the process. This research begins to bridge this gap and informs both bargaining theory as well as emphasizes on the importance of personality in application.

The Impact of the Negotiator’s Personality on the Negotiation process and Outcome Submitted By

“…The result of the questionnaire was for the opinion that a negotiator's personality has a great impact on the negotiation process and outcome. Many researchers in literature agree with this outcome (Hosmanek et al, 2014;Pon Stuff, 2018;Grabowska and Kozina, 2016;McCannon, 2017).…”

The Effect of Openness to Experience on Trust Behavior: The Moderating Role of Situational Strength

“…The latest research findings also indicate that openness to experience traits affect trust dimensions, such as knowledge acquisition, knowledge application, knowledge sharing, networking behavior, gratitude, psychological well-being, and commitment to change (Esmaeelinezhad & Afrazeh, 2018;Soltani-Nejad, Mirezati, & Saberi, 2020;Bendella & Wolf, 2020;Quach et al, 2020;Schuster, Ambrosius, & Bader, 2017;Tang, 2020;Rahman et al, 2018;McCannon & Stevens, 2017;Meskelis & Whittington, 2020;Marchalina, Ahmad, & Gelaidan, 2021;Zhang et al, 2022;Pour & Taheri, 2019). It seems that, in general forms, trusting behavior is influenced by the individuals' openness traits.…”

Yöneticilerin Kişilik Tipi Müzakere Sürecine Nasıl Yansır?

“…Müzakerenin sonuçları insanların kişisel, örgütlerin profesyonel yaşamlarını derinden etkilemektedir (Boothby vd., 2023). Müzakerenin süreç ve sonuçları yalnızca çevresel değişkenler, kurumsal güç tarafından değil aynı zamanda büyük ölçüde müzakerecilerin kişilik özelliklerinden etkilenmektedir (McCannon ve Stevens, 2017). Literatürde kişilik ve müzakere süreçleri arasında anlamlı ilişkiler bildiren çalışmalar bulunmaktadır (Ma, 2007).…”