Who Negotiates and When? Individual and Group-level differences in Negotiation Behavior and Outcomes

Negotiation is a fundamental interpersonal tool and managerial skill, through which individuals and groups obtain some of their most consequential outcomes. This symposium focuses on how negotiators’ individual-level (e.g., personality) and group-level characteristics (e.g., gender, minority group) affect their expectations in the negotiation process and their relational and economic outcomes. In addition, the papers showcase how the negotiation context (e.g., issues, parties, training) influences the impact of these characteristics. We present research studies, using quantitative data from the field and the lab and qualitative data, that describe how the negotiation context interacts with negotiators’ individual- and group-level characteristics to affect the negotiation outcomes. We propose and test novel models that identify personality-, relationship-, and network effects in negotiation. The symposium aims to provide a broad perspective on the nature of the negotiation context, and to advance our understanding of what factors influence negotiators’ expectations and behavior before, during, and after the negotiation.

Einav Hart
George Mason University
United States

Hillary Anger Elfenbein
Washington University in St. Louis
United States

Jared Curhan
MIT-Sloan
United States

Noah Eisenkraft
Duke University
United States

Daniel Ames
Columbia University
United States

Hannah Riley Bowles
Harvard University
United States

Deborah Wu
U. of Massachusetts at Amherst
United States

Bobbi Thomason
Pepperdine University
United States

Nilajana Dasgupta
U. of Massachusetts at Amherst
United States

Julia Bear
Stony Brook University
United States

Robin Pinkley
Southern Methodist University
United States

Zoe Barsness
University of Washington Tacoma
United States

Jens Mazei
Technische Universitat Dortmund
Germany

Nazli Bhatia
University of Pennsylvania
United States

Dustin Sleesman
University of Delaware
United States

Peter Carnevale
University of Southern California
United States

Marlon Twyman
University of Southern California
United States

Maurice Schweitzer
University of Pennsylvania
United States

NegotiatesWhen?Individual