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Date of Award
Olin Business School
Doctor of Philosophy (PhD)
This dissertation examines whether personality, intelligence and emotions influence negotiation outcomes. To examine the role of individual differences, three studies of this research explore the effects of personality facets, and also the effects of interactions between personality, cognitive intelligence, and emotional intelligence on objective and subjective negotiation outcomes. Prior research has examined the main effects of Big Five personality traits, intelligence, and emotional intelligence on negotiation outcomes. This thesis proposed that due to their contradictory tendencies, variation in lower order factors of Big Five personality traits may have distinct effects on negotiation outcomes. Findings from both laboratory and field settings revealed that both assertiveness (a lower order factor of extraversion) and compassion (a lower order factor of agreeableness) predict negotiation effectiveness. Assertiveness and compassion predicted negotiation outcomes over and above the effect of cognitive intelligence.
As currently there is no valid and reliable rating measure of negotiation effectiveness, the field study of this dissertation also made an initial attempt to develop and validate such measure that should be useful to researchers and HR professionals. The final study of this dissertation presented the findings of a systematic meta-analysis on the role of emotions in negotiations. The results suggested that negative emotions such as anger elicit more concession from counterparts at interpersonal level, and therefore receive greater individual outcomes. But such negative expressions lower the level of trust, impressions, and willingness to work again in the future. Overall, the findings of this dissertation have important implications for research on negotiation, especially with respect to the influence of affect and individual differences.
Chair and Committee
Hillary A Elfenbein
Michelle M Duguid, Marwan Sinaceur, Joshua Jackson, ,
Sharma, Sudeep, "The Role of Affect, Personality, and Intelligence in Negotiation" (2015). Arts & Sciences Electronic Theses and Dissertations. 543.
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