Personality and Negotiation Revisited: the Mediating Role of Negotiator Cognition
نویسنده
چکیده
Personality has been one of the most-studied factors in negotiation research, yet only inconsistent evidence has been provided for its impact on negotiation behaviors and outcomes. This paper proposes a mental model of personality and negotiation by integrating cognitive and social factors into the examination of negotiation processes. Testable propositions are then put forward before future research directions are discussed.
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