THE EFFECTS OF NEGOTIATOR PREFERENCES, SITUATIONAL POWER, AND NEGOTIATOR PERSONALITY ON OUTCOMES OF BUSINESS NEGOTIATIONS.

1 March 1985

journal article
Published by Academy of Management in The Academy of Management Journal

Vol. 28 (1) , 9-33
https://doi.org/10.2307/256058

Abstract

A laboratory experiment was used to investigate the joint effects of preferences, personality, and situational power on the outcomes of business negotiations. Results show that preferences vary across negotiators and directly determine outcomes; the effects of personality and power are significant but are mediated by preferences.

Keywords

NEGOTIATION IN BUSINESS -- RESEARCH
INDUSTRIAL RELATIONS -- PSYCHOLOGICAL ASPECTS
INFLUENCE (PSYCHOLOGY)
NEGOTIATION -- PSYCHOLOGICAL ASPECTS
POWER (SOCIAL SCIENCES)
INDUSTRIAL MEDIATION -- PSYCHOLOGICAL ASPECTS
ORGANIZATIONAL BEHAVIOR -- PSYCHOLOGICAL ASPECTS
ORGANIZATIONAL STRUCTURE
SOCIAL POWER
POWER-ELITE MODEL

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