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Relationship Between Personality Meta-Traits And Negotiation Styles

Author

Listed:
  • Ekaterina Maklasova

    (National Research University Higher School of Economics)

  • Alexander Tatarko

    (National Research University Higher School of Economics)

Abstract

This research investigates the relation of personality metatraits and negotiation styles, and the role of negotiation self-efficacy in it. This study was interviewed of Russians with negotiation background at the extractive industry (N=119). Participants were given Thomas-Kilmann questionnaire, CPM-Q personality questionnaire and negotiation self-efficacy questionnaire. It was found that some personality metatraits are significant and direct predictors of negotiation styles and, additionally, negotiation self-efficacy. Nevertheless, negotiation self-efficacy does not mediate the influence of personality metatraits on negotiation styles

Suggested Citation

  • Ekaterina Maklasova & Alexander Tatarko, 2018. "Relationship Between Personality Meta-Traits And Negotiation Styles," HSE Working papers WP BRP 98/PSY/2018, National Research University Higher School of Economics.
    • Handle: RePEc:hig:wpaper:98psy2018
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    JEL classification:

    • Z - Other Special Topics

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