Personality and Integrative Negotiations: A HEXACO Investigation of Actor, Partner, and Actor–Partner Interaction Effects on Objective and Subjective Outcomes

Clark Amistad, Patrick D. Dunlop, Ryan Ng, Jeromy Anglim, Ray Fells

Research output: Contribution to journalArticle

Abstract

The present study sought to expand the literature on the relations of major dimensions of personality with integrative negotiation outcomes by introducing the HEXACO model, investigating both effects of the negotiators' and their counterparts' personality traits on objective and subjective negotiation outcomes, and investigating two interactions between the negotiators' and counterparts' personalities. One hundred forty-eight participants completed the HEXACO-100 measure of personality. Participants then engaged in a dyadic negotiation task that contained a mix of distributive and integrative elements (74 dyads). Measures of subjective experience and objective economic value were obtained, and actor–partner interdependence models were estimated. Personality was generally a better predictor of subjective experience than objective economic value. In particular, partner honesty-humility, extraversion, and openness predicted more positive negotiation experiences. An actor–partner interaction effect was found for actor-agreeableness by partner-honesty-humility on economic outcomes; agreeable actors achieved worse (better) economic outcomes when negotiating with partners that were low (high) on honesty-humility.

Original languageEnglish
Pages (from-to)427-442
Number of pages16
JournalEuropean Journal of Personality
Volume32
Issue number4
DOIs
Publication statusPublished - 1 Jul 2018

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title = "Personality and Integrative Negotiations: A HEXACO Investigation of Actor, Partner, and Actor–Partner Interaction Effects on Objective and Subjective Outcomes",
abstract = "The present study sought to expand the literature on the relations of major dimensions of personality with integrative negotiation outcomes by introducing the HEXACO model, investigating both effects of the negotiators' and their counterparts' personality traits on objective and subjective negotiation outcomes, and investigating two interactions between the negotiators' and counterparts' personalities. One hundred forty-eight participants completed the HEXACO-100 measure of personality. Participants then engaged in a dyadic negotiation task that contained a mix of distributive and integrative elements (74 dyads). Measures of subjective experience and objective economic value were obtained, and actor–partner interdependence models were estimated. Personality was generally a better predictor of subjective experience than objective economic value. In particular, partner honesty-humility, extraversion, and openness predicted more positive negotiation experiences. An actor–partner interaction effect was found for actor-agreeableness by partner-honesty-humility on economic outcomes; agreeable actors achieved worse (better) economic outcomes when negotiating with partners that were low (high) on honesty-humility.",
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AU - Ng, Ryan

AU - Anglim, Jeromy

AU - Fells, Ray

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