Personality Traits and Negotiation Style Effects on Negotiators' Perceptions in a Web-Based Negotiation

摘要

This article investigates the relationship between the prior knowledge of someone's personality traits and negotiation styles in negotiations supported by web-based negotiation support system (NSS) and the negotiator's perception of the usefulness of NSS, ease of use of communication mechanisms, and outcome satisfaction. A distributive negotiation problem between dyads was proposed for participants. The dyadic analyses were performed using the actor-partner interdependence model. As a result, the analyses found significant effects of prior knowledge of information about personality traits and negotiation styles on the negotiator's perception (actor effects) of the usefulness and ease of use of communication mechanisms, and an indirect effect on outcome satisfaction. Significant effects were also found in the relationship between the opponents' perceptions (partner effects) on ease of use of communication mechanisms and prior knowledge about personality traits and negotiation styles, as well as their effects on outcome satisfaction.