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Clinical Assessment Methods in Negotiation Research: The Study of Narcissism and Negotiator Effectiveness

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  • Leonard Greenhalgh

    (Dartmouth College)

  • Roderick Gilkey

    (Emory University School of Medicine)

Abstract

Field studies suggest that individual differences are strong determinants negotiator effectiveness, but their impact has yet to be adequately documented (Thompson 1990). We argue that the lack of empirical confirmation is attributable to methodological limitations of the dominant paradigm. This paper shows the usefulness of psychodynamically-oriented constructs and clinical assessment methods. The study contrasts the negotiation experience of individuals high and low in narcissistic functioning, a core psychodynamic variable, and the deep-seated character trait that underlies the interpersonal orientation construct. Implications of this approach for the design of personality assessment and negotiation research are explored.

Suggested Citation

  • Leonard Greenhalgh & Roderick Gilkey, 1997. "Clinical Assessment Methods in Negotiation Research: The Study of Narcissism and Negotiator Effectiveness," Group Decision and Negotiation, Springer, vol. 6(4), pages 289-316, July.
    • Handle: RePEc:spr:grdene:v:6:y:1997:i:4:d:10.1023_a:1008649527205
    DOI: 10.1023/A:1008649527205
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    References listed on IDEAS

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    1. Bertram I. Spector, 1977. "Negotiation as a Psychological Process," Journal of Conflict Resolution, Peace Science Society (International), vol. 21(4), pages 607-618, December.
    2. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    3. Margaret A. Neale & Max H. Bazerman, 1983. "The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration," ILR Review, Cornell University, ILR School, vol. 36(3), pages 378-388, April.
    4. Jennifer J. Halpern, 1994. "The Effect of Friendship on Personal Business Transactions," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(4), pages 647-664, December.
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    Cited by:

    1. Marc Buelens & Mieke Woestyne & Steven Mestdagh & Dave Bouckenooghe, 2008. "Methodological Issues in Negotiation Research: A State-of-the-Art-Review," Group Decision and Negotiation, Springer, vol. 17(4), pages 321-345, July.
    2. M. Buelens & M. Van De Woestyne & S. Mestdagh & D. Bouckenooghe, 2007. "Research Methods in Negotiation: 1965-2004," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 07/449, Ghent University, Faculty of Economics and Business Administration.
    3. S. Tibon-Czopp & L. Appel & R. Zeligman, 2016. "Assessing Personality Patterns of Functioning in a Decision-Making Ambiguous Task: The Rorschach Reality–Fantasy Scale (RFS-2)," Group Decision and Negotiation, Springer, vol. 25(1), pages 65-75, January.
    4. Shira Tibon, 2008. "Applying Clinical Methods for Assessing Patterns of Functioning in Negotiation Processes: The Rorschach Reality-Fantasy Scale (RFS)," Group Decision and Negotiation, Springer, vol. 17(6), pages 541-552, November.
    5. Shira Tibon Czopp & Liat Appel & Ruth Zeligman, 2014. "Relational Psychoanalytic Perspective on the Negotiation Dialogue: Using the Rorschach Inkblot Method for Assessing Integrative Complexity," Group Decision and Negotiation, Springer, vol. 23(5), pages 1177-1189, September.

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