Clinical Assessment Methods in Negotiation Research: The Study of Narcissism and Negotiator Effectiveness

Leonard Greenhalgh and Roderick Gilkey
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Leonard Greenhalgh: Dartmouth College
Roderick Gilkey: Emory University School of Medicine

Group Decision and Negotiation, 1997, vol. 6, issue 4, No 2, 289-316

Abstract: Abstract Field studies suggest that individual differences are strong determinants negotiator effectiveness, but their impact has yet to be adequately documented (Thompson 1990). We argue that the lack of empirical confirmation is attributable to methodological limitations of the dominant paradigm. This paper shows the usefulness of psychodynamically-oriented constructs and clinical assessment methods. The study contrasts the negotiation experience of individuals high and low in narcissistic functioning, a core psychodynamic variable, and the deep-seated character trait that underlies the interpersonal orientation construct. Implications of this approach for the design of personality assessment and negotiation research are explored.

Keywords: negotiation; personality; methodology; psychodynamic methods; laboratory studies; Narcissism; empathy; relationships (search for similar items in EconPapers)
Date: 1997
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Citations: View citations in EconPapers (5)

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DOI: 10.1023/A:1008649527205

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