Ethical and unethical negotiation tactic usage: Considering the role of aberrant personality
Abstract
Negotiations research that has sought to understand the role of personality in relation to negotiations has achieved limited success. The fickle results have led many researchers to doubt the explanatory power of personality traits in the negotiations literature. This paper is consistent with the assertions of some researchers (i.e., Greenhalgh & Gilkey, 1997; Rubin & Brown, 1975) suggesting that individual difference variables, and personality traits in particular, deserve further inquiry. This paper examined the relationship between aberrant personality traits (i.e., Machiavellianism, narcissism, and psychopathy) and ethical and unethical negotiation tactic usage through a series of three studies. Studies 1 and 2 found that those high on the aberrant personality traits were more likely to choose unethical negotiation tactics. Study 3 involved a face-to-face negotiation exercise that provided limited support for results obtained in Studies 1 and 2. Results suggest the potential utility of including aberrant personality traits to further understand negotiators’ choice of tactics above and beyond traditional individual difference constructs. Future avenues of research are also discussed.
Degree
Ph.D.
Advisors
LeBreton, Purdue University.
Subject Area
Psychology|Personality psychology
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