Campus Units

Management

Document Type

Article

Publication Version

Accepted Manuscript

Publication Date

6-23-2016

Journal or Book Title

Journal of Applied Psychology

DOI

10.1037/apl0000132

Abstract

We build on the small but growing literature documenting personality influences on negotiation by examining how the joint disposition of both negotiators with respect to the interpersonal traits of agreeableness and extraversion influences important negotiation processes and outcomes. Building on similarity-attraction theory, we articulate and demonstrate how being similarly high or similarly low on agreeableness and extraversion leads dyad members to express more positive emotional displays during negotiation. Moreover, because of increased positive emotional displays, we show that dyads with such compositions also tend to reach agreements faster, perceive less relationship conflict, and have more positive impressions of their negotiation partner. Interestingly, these results hold regardless of whether negotiating dyads are similar in normatively positive (i.e., similarly agreeable and similarly extraverted) or normatively negative (i.e., similarly disagreeable and similarly introverted) ways. Overall, these findings demonstrate the importance of considering the dyad's personality configuration when attempting to understand the affective experience as well as the downstream outcomes of a negotiation.

Comments

This is a manuscript of an article from Journal of Applied Psychology, June 2016. Doi: 10.1037/apl0000132. Posted with permission. This article may not exactly replicate the final version published in the APA journal. It is not the copy of record.

Copyright Owner

American Psychological Association

Language

en

File Format

application/pdf

Available for download on Friday, June 23, 2017

Published Version

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