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Group Decision and Negotiation (2022) 31:683–702
https://doi.org/10.1007/s10726-022-09778-x
1 3
Individual Differences inWithin‑Person Variability
inPersonality Positively Predict Economic Gains
andSatisfaction inNegotiations
PinarCelik1 · MartinStorme2 · NilsMyszkowski3
Accepted: 18 February 2022 / Published online: 16 March 2022
© The Author(s), under exclusive licence to Springer Nature B.V. 2022
Abstract
Prior research on the value of personality traits for predicting negotiation outcomes
is rather inconclusive. Building on prior research and in light of recent personal-
ity and negotiation theories, we discuss why the traditional approach to personal-
ity traits has had limited success and propose an alternative approach to predicting
negotiation outcomes from personality assessments. More specifically, we argue that
negotiations are tasks in which performance is conditioned by the ability to adjust
one’s mental states and behaviors according to situational demands. We therefore
hypothesize that it is especially individual differences in within-person variability
in personality – that is, the variability trait – that can be expected to predict negotia-
tion outcomes, rather than individual differences in average traits. We show in two
empirical studies involving dyads that the variability trait is indeed a better predictor
of economic gains and satisfaction than average traits. Implications for theory, edu-
cation, and practice are discussed.
Keywords Variability trait· Personality· Individual differences· Negotiation
outcomes
* Pinar Celik
pinar.celik@ulb.be
1 Centre Emile Bernheim, Solvay Brussels School ofEconomics andManagement, Université
Libre de Bruxelles, Avenue Franklin Roosevelt 42, 1050Bruxelles, Brussels, Belgium
2 IESEG School ofManagement, Univ. Lille, CNRS, UMR 9221 - LEM - Lille Economie
Management, 59000Lille, France
3 Department ofPsychology, Pace University, One Pace Plaza, NewYork, NY10038, USA
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