Abstract
Previous studies on the relationship of individual personality differences to the negotiation process have yielded mixed findings. This inconsistency has made researchers skeptical of such relationships. In this study, personality variables conceptually related to negotiation and bargaining were investigated in an actual business setting using a questionnaire which 53 of 335 exporters returned. The relationship of four individual personality variables with the problem-solving approach in negotiation was evaluated using regression analysis. Results provide inconclusive support for the relationship between the personality variables of conciliatory predisposition, trusting nature, risk propensity, and equity sensitivity with problem-solving approach.
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