The Effects of Personality and Simulated Negotiation on Negotiation Effectiveness.

摘要

This research sought to determine what, if any, effect the primary personality characteristics exhibited by contract negotiators have on negotiation outcome. Additionally, this research sought to determine what, if any, effect the buyer's engaging in preparatory mock negotiation has on negotiation outcome. If it were found that certain personality characteristics or buyer-seller personality similarity/dissimilarity correlated significantly with desirable negotiation outcomes, then knowledge of those characteristics or similarity/dissimilarity and their respective correlations with negotiation outcomes could enhance negotiator selection, training, and effectiveness in DOD. These data were then processed and analyzed using established statistical methods. Based on these analyses, it could be concluded neither that personality characteristics exhibited by the negotiators, nor that the buyer's engaging in preparatory mock negotiation affected negotiation outcomes significantly.