IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v6y1997i4d10.1023_a1008649527205.html
   My bibliography  Save this article

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

Author

Listed:
  • 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
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/A:1008649527205
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/A:1008649527205?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    2. Bertram I. Spector, 1977. "Negotiation as a Psychological Process," Journal of Conflict Resolution, Peace Science Society (International), vol. 21(4), pages 607-618, December.
    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.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    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.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    2. Ilya R. P. Cuypers & Youtha Cuypers & Xavier Martin, 2017. "When the target may know better: Effects of experience and information asymmetries on value from mergers and acquisitions," Strategic Management Journal, Wiley Blackwell, vol. 38(3), pages 609-625, March.
    3. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
    4. Anca Maria CLIPA, 2018. "Employment Contract Negotiations For Romanian It Employees And Their Willingness For Future (Re)Negotiations," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 18, pages 307-312, December.
    5. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    6. Jessica Bregant & Alex Shaw & Katherine D. Kinzler, 2016. "Intuitive Jurisprudence: Early Reasoning About the Functions of Punishment," Journal of Empirical Legal Studies, John Wiley & Sons, vol. 13(4), pages 693-717, December.
    7. Joanna Różycka-Tran & Guido Alessandri & Paweł Jurek & Michał Olech, 2018. "A test of construct isomorphism of the Belief in a Zero-Sum Game scale: A multilevel 43-nation study," PLOS ONE, Public Library of Science, vol. 13(9), pages 1-15, September.
    8. Karine Lamiraud & Julien Patris & Radu Vranceanu, 2023. "Experimental evidence on the value of time and structure in market negotiations," Working Papers hal-03989514, HAL.
    9. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    10. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    11. Bendoly, Elliot & van Wezel, Wout & Bachrach, Daniel G. (ed.), 2015. "The Handbook of Behavioral Operations Management: Social and Psychological Dynamics in Production and Service Settings," OUP Catalogue, Oxford University Press, number 9780199357222.
    12. Alan Speight & Dennis Thomas, 1997. "Arbitrator Decision‐Making in the Transfer Market: an Empirical Analysis," Scottish Journal of Political Economy, Scottish Economic Society, vol. 44(2), pages 198-215, May.
    13. Steinel, Wolfgang & De Dreu, Carsten K.W. & Ouwehand, Elsje & Ramírez-Marín, Jimena Y., 2009. "When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 67-78, May.
    14. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    15. Charness, Gary & Kuhn, Peter, 2011. "Lab Labor: What Can Labor Economists Learn from the Lab?," Handbook of Labor Economics, in: O. Ashenfelter & D. Card (ed.), Handbook of Labor Economics, edition 1, volume 4, chapter 3, pages 229-330, Elsevier.
    16. Hart, Einav & Bear, Julia B. & Ren, Zhiying (Bella), 2024. "But what if I lose the offer? Negotiators’ inflated perception of their likelihood of jeopardizing a deal," Organizational Behavior and Human Decision Processes, Elsevier, vol. 181(C).
    17. Ma, Anyi & Yang, Yu & Savani, Krishna, 2019. "“Take it or leave it!” A choice mindset leads to greater persistence and better outcomes in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 153(C), pages 1-12.
    18. William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
    19. Song, Fei, 2008. "Trust and reciprocity behavior and behavioral forecasts: Individuals versus group-representatives," Games and Economic Behavior, Elsevier, vol. 62(2), pages 675-696, March.
    20. Ma-Kellams, Christine & Lerner, Jennifer, 2016. "Trust your gut or think carefully? Examining whether an intuitive, versus a systematic, mode of thought produces greater empathic accuracy," Scholarly Articles 37093806, Harvard Kennedy School of Government.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:6:y:1997:i:4:d:10.1023_a:1008649527205. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.