RELATIONSHIP BETWEEN PERSONALITY META-TRAITS AND NEGOTIATION STYLES

Ekaterina Maklasova () and Alexander Tatarko ()
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Ekaterina Maklasova: National Research University Higher School of Economics
Alexander Tatarko: National Research University Higher School of Economics

HSE Working papers from National Research University Higher School of Economics

Abstract: This research investigates the relation of personality metatraits and negotiation styles, and the role of negotiation self-efficacy in it. This study was interviewed of Russians with negotiation background at the extractive industry (N=119). Participants were given Thomas-Kilmann questionnaire, CPM-Q personality questionnaire and negotiation self-efficacy questionnaire. It was found that some personality metatraits are significant and direct predictors of negotiation styles and, additionally, negotiation self-efficacy. Nevertheless, negotiation self-efficacy does not mediate the influence of personality metatraits on negotiation styles

JEL-codes: Z (search for similar items in EconPapers)
Pages: 28 pages
Date: 2018
New Economics Papers: this item is included in nep-cis
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Published in WP BRP Series: Science, Psychology / PSY, October 2018, pages 1-28

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Persistent link: https://EconPapers.repec.org/RePEc:hig:wpaper:98psy2018

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