The Role of Individual Differences in Negotiation and Conflict Outcomes

Abstract

The session includes four research presentations that address the role of personality, gender, and other individual differences in negotiation and conflict contexts. The papers adopt different yet related theoretical perspectives while focusing on a variety of behaviours and outcomes relevant to the negotiation context – ranging from planning behaviours, conflict expression, warmth and competence perceptions, and integrative joint gains. This session hopes to push the current thinking in the field by identifying critical individual differences that can impact how negotiations and conflicts play out both in terms of intrapersonal and interpersonal effects. We have an excellent lineup of authors and a discussant who is an authority in the field of negotiations. Expert Views on the Big Five Antecedents to Effective Negotiation Presenter: Daisung Jang; U. of Queensland Presenter: Hillary Anger Elfenbein; Washington U. in St. Louis Presenter: William Bottom; Washington U. in St. Louis Do Women Face Backlash for Negotiating Assertively or Aggressively? Presenter: Nazli M. Bhatia; Catolica Lisbon School of Business and Economics Presenter: Robin L. Pinkley; Southern Methodist U. Presenter: Zoe Barsness; U. of Washington, Tacoma Presenter: Julia Bear; Stony Brook U.-State U. of New York Presenter: Dustin J. Sleesman; U. of Delaware Individual Well-Being and Interpersonal Conflict Expression Presenter: Matthew A. Diabes; Carnegie Mellon U. - Tepper School of Business Presenter: Laurie R. Weingart; Carnegie Mellon U. Presenter: Taya R. Cohen; Carnegie Mellon U. - Tepper School of Business How Congruence on Propensity to Distrust Impacts Joint Integrative Gains? Presenter: Ruchi Sinha; U. of South Australia Presenter: Sudeep Sharma; U. of Illinois Springfield Presenter: Hillary Anger Elfenbein; Washington U. in St. Louis