Purpose

This study aims to test the contributions of a new type of resilience, Trait Negotiation Resilience (TNR; Nelson et al., 2016), to negotiators’ effective behavior, perception of opponent and negotiation outcomes.

Design/methodology/approach

A laboratory study (N = 98; 49 dyads) featuring a mixed-motive negotiation task. Participants self-reported TNR (emotional skills, social sensitivity, intrinsic motivation for self-improvement and a sense of purpose to life events) up to a week before negotiating. After the negotiations, they rated their opponents on resilient, effective personal attributes and reported their own subjective value (SV). Trained judges watched the negotiations, coded objective outcomes and rated negotiators on dimensions of effective negotiation behavior. Statistical analyses accounted for dyadic interdependence.

Findings

TNR predicted higher levels of effective negotiation behavior, which, in turn, fully mediated TNR’s favorable contribution to negotiated value. TNR also predicted higher levels of SV, and this contribution was partially mediated by perceiving effective personal attributes in the opponent.

Research limitations/implications

The sample size was moderate and it consisted of undergraduate students, most of them female.

Originality/value

Evidence on the contribution of a personality construct to both outcome and process negotiator variables; contribution to the research of specific types of resilience.

中文翻译：

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弹性谈判者：特质谈判弹性对行为，知觉和结果的影响

目的

这项研究旨在测试一种新型的抵御能力-特质谈判抵御能力（TNR； Nelson等，2016），对谈判者的有效行为，对对手的感知和谈判结果的贡献。

设计/方法/方法

一项具有混合动机谈判任务的实验室研究（N = 98； 49 dyads）。参加者在进行谈判之前一周会自我报告TNR（情绪技能，社会敏感性，自我完善的内在动力以及对生活事件的目的感）。谈判之后，他们根据弹性，有效的个人属性对对手进行评级，并报告了自己的主观价值（SV）。训练有素的法官观看了谈判，对客观结果进行了编码，并对谈判者进行了有效谈判行为的评估。统计分析说明了二元相互依赖性。

发现

TNR预测有效谈判行为的水平会更高，这反过来又充分调解了TNR对谈判价值的有利贡献。TNR还预测了较高的SV水平，这种贡献部分是通过感知对手中有效的个人属性来介导的。

研究局限/意义

样本量中等，由大学生组成，其中大多数是女性。

创意/价值

关于人格建构对结果和过程谈判者变量的贡献的证据；为研究特定类型的弹性做出了贡献。