Personality and negotiation revisited: toward a cognitive model of dyadic negotiation

摘要

Purpose - The purpose of this paper is to review the studies of personality and negotiation and argues that the relationship between personality and negotiation is worth re-examination and more research attention should be devoted to this area. Design/methodology/approach - A cognitive model of personality and negotiation is constructed by integrating cognitive and social factors into the exploration of negotiation processes. The mediating roles of negotiator cognitions are discussed within this framework and relationships between personality and three negotiator cognitions: win-lose orientation, face-saving and trusting are proposed. Research limitations/implications - This study provides an integrative model for studying the relationship between personality, negotiator cognition, negotiation behaviors and outcomes, and thus has impotent implications for future studies on negotiation. Practical implications - The knowledge of the relationship between personality and negotiation will help organizations use personality assessment for better decisions about selection, promotion and training for improvement in negotiation skills. Originality/value - This study attempts a complete exploration on the framework that integrates personality factors and negotiation behavior and outcomes, and provides potential directions for future studies on personality and negotiation.