Abstract
According to a longstanding consensus among researchers, individual differences play a limited role in predicting negotiation outcomes. This consensus stemmed from an early narrative review based on limited data. Testing the validity of this consensus, a meta-analysis of negotiation studies revealed a significant role for a wide range of individual difference variables. Cognitive ability, emotional intelligence, and numerous personality traits demonstrated predictive validity over multiple outcome measures. Relevant criteria included individual economic value, joint economic value, and psychological subjective value for both the negotiator and counterpart. Each of the Big 5 personality traits predicted 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. The authors conclude that the irrelevance consensus was misguided, and consider implications for theory, education, and practice.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
