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

Rotem Shacham (Department of Psychology, Bar-Ilan University, Ramat Gan, Israel)
Noa Nelson (Department of Management and Economics and Department of Psychology, Academic College of Tel Aviv – Jaffa, Jaffa, Israel)
Rachel Ben-Ari (Department of Psychology, Bar-Ilan University, Ramat Gan, Israel)

International Journal of Conflict Management

ISSN: 1044-4068

Article publication date: 6 November 2020

Issue publication date: 25 May 2021

373

Abstract

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.

Keywords

Citation

Shacham, R., Nelson, N. and Ben-Ari, R. (2021), "Resilient negotiators: the effects of trait negotiation resilience on behavior, perception and outcomes", International Journal of Conflict Management, Vol. 32 No. 3, pp. 361-382. https://doi.org/10.1108/IJCMA-12-2019-0222

Publisher

:

Emerald Publishing Limited

Copyright © 2020, Emerald Publishing Limited

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