Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study.

Abstract

This research takes a new perspective on the long-standing mystery of personality in negotiation, which has seen decades of null and inconsistent findings. Grounded in interactionist theories defining personality as consistency in behaviors when placed multiple times in the same situation, the investigation examines consistency in individuals' behavioral profiles across negotiation partners. Such consistency supports efforts to identify enduring dispositions that can predict objective and subjective outcomes. A comprehensive set of behaviors related to negotiation was coded in a round-robin study using groups of four negotiators who each took turns working with each other person. Analysis using Kenny's Social Relations Model revealed evidence for extensive actor effects (indicating consistency in negotiators' behavior), as well as moderate partner effects (indicating consistency in counterparts' behavior) and dyadic reciprocity (indicating similarity in the behavior of negotiators and counterparts). We conclude with optimism for investigating the effects of personality in negotiation.