Matches in SemOpenAlex for { <https://semopenalex.org/work/W2766703640> ?p ?o ?g. }
- W2766703640 abstract "This research takes a new perspective on the longstanding mystery of personality in negotiation, which has been met with decades of null and inconsistent findings. Grounded in interactionist theories of personality, the investigation had two complementary phases. In the inductive phase (Study 1), the authors generated a list of fine-grained negotiation behavioral processes that have been explored in past work, and established which ones were consistent at the individual level from one encounter to the next. Examining the consistent behaviors that predicted negotiation performance, a major theme emerged: Asserting the Self. The deductive phase (Study 2) brought the investigation full circle into the realm of personality traits. Grounded in the inductive theme that emerged in Study 1, a cluster of lower-order personality factors was chosen, and these thematically-related traits were unusually strong predictors of negotiation performance. The higher-order big five personality traits were not similarly good predictors. We conclude that there are meaningful associations between personality and negotiation performance, particularly when examining theoretically-derived clusters of traits based on the behaviors that are both effective and consistent across individuals." @default.
- W2766703640 created "2017-11-10" @default.
- W2766703640 creator A5058593348 @default.
- W2766703640 creator A5075502277 @default.
- W2766703640 creator A5075539945 @default.
- W2766703640 creator A5080914482 @default.
- W2766703640 date "2017-01-01" @default.
- W2766703640 modified "2023-10-17" @default.
- W2766703640 title "Who Makes an Effective Negotiator? A Personality-Theoretic Approach to a Longstanding Question" @default.
- W2766703640 cites W1504634173 @default.
- W2766703640 cites W1538793087 @default.
- W2766703640 cites W1964652636 @default.
- W2766703640 cites W1966488223 @default.
- W2766703640 cites W1966732563 @default.
- W2766703640 cites W1971199318 @default.
- W2766703640 cites W1982210139 @default.
- W2766703640 cites W1984507281 @default.
- W2766703640 cites W1987198850 @default.
- W2766703640 cites W1988641042 @default.
- W2766703640 cites W1990723800 @default.
- W2766703640 cites W1996284535 @default.
- W2766703640 cites W2004632618 @default.
- W2766703640 cites W2013550551 @default.
- W2766703640 cites W2026379386 @default.
- W2766703640 cites W2026744469 @default.
- W2766703640 cites W2028632271 @default.
- W2766703640 cites W2030990232 @default.
- W2766703640 cites W2034571722 @default.
- W2766703640 cites W2036945228 @default.
- W2766703640 cites W2044141024 @default.
- W2766703640 cites W2053081293 @default.
- W2766703640 cites W2053360942 @default.
- W2766703640 cites W2055107211 @default.
- W2766703640 cites W2057159560 @default.
- W2766703640 cites W2057372646 @default.
- W2766703640 cites W2061509541 @default.
- W2766703640 cites W2061591157 @default.
- W2766703640 cites W2063233375 @default.
- W2766703640 cites W2069237997 @default.
- W2766703640 cites W2069243706 @default.
- W2766703640 cites W2070254443 @default.
- W2766703640 cites W2077050825 @default.
- W2766703640 cites W2099465598 @default.
- W2766703640 cites W2100041989 @default.
- W2766703640 cites W2100772444 @default.
- W2766703640 cites W2101690277 @default.
- W2766703640 cites W2102353677 @default.
- W2766703640 cites W2102908087 @default.
- W2766703640 cites W2108450983 @default.
- W2766703640 cites W2111721164 @default.
- W2766703640 cites W2118799198 @default.
- W2766703640 cites W2126323043 @default.
- W2766703640 cites W2134965817 @default.
- W2766703640 cites W2140650362 @default.
- W2766703640 cites W2141324474 @default.
- W2766703640 cites W2148905283 @default.
- W2766703640 cites W2149886468 @default.
- W2766703640 cites W2152071466 @default.
- W2766703640 cites W2154705817 @default.
- W2766703640 cites W2160227226 @default.
- W2766703640 cites W2160836766 @default.
- W2766703640 cites W2168924225 @default.
- W2766703640 cites W2233393924 @default.
- W2766703640 cites W2322324549 @default.
- W2766703640 cites W2328165069 @default.
- W2766703640 cites W2518154459 @default.
- W2766703640 cites W3121375300 @default.
- W2766703640 cites W3121820606 @default.
- W2766703640 cites W3122456666 @default.
- W2766703640 cites W3122471847 @default.
- W2766703640 cites W3122581948 @default.
- W2766703640 cites W4213293074 @default.
- W2766703640 cites W4232962210 @default.
- W2766703640 cites W4233730187 @default.
- W2766703640 cites W4234041552 @default.
- W2766703640 cites W4236265099 @default.
- W2766703640 cites W4237585761 @default.
- W2766703640 cites W4240180951 @default.
- W2766703640 cites W4241164689 @default.
- W2766703640 cites W4245034122 @default.
- W2766703640 cites W4246218333 @default.
- W2766703640 cites W4247109617 @default.
- W2766703640 cites W4247907378 @default.
- W2766703640 cites W4248150319 @default.
- W2766703640 cites W4249668954 @default.
- W2766703640 cites W4249918780 @default.
- W2766703640 cites W4250063745 @default.
- W2766703640 cites W4250304879 @default.
- W2766703640 cites W4251775310 @default.
- W2766703640 cites W4251899073 @default.
- W2766703640 cites W4252104698 @default.
- W2766703640 cites W4252392640 @default.
- W2766703640 cites W4252502041 @default.
- W2766703640 cites W4252841998 @default.
- W2766703640 cites W4253382994 @default.
- W2766703640 cites W4254199173 @default.
- W2766703640 cites W4254408347 @default.
- W2766703640 cites W4255434307 @default.
- W2766703640 cites W4256455983 @default.
- W2766703640 cites W4294554984 @default.