Leiden University Student Repository

Huizer, Sterre (2024)

Can we both win in a negotiation? The introduction of additional issues during a negotiation and the role of emotions and personality characteristics

Master thesis | Psychology (MSc)

A negotiation between two parties can result in different outcomes, leading to either integrative or distributive outcomes. What’s more, individual aspects such as emotions and personality characteristics can determine one’s negotiation style. In this study, dyads were divided into three conditions and took part in a negotiation task to measure whether the timing of introducing new issues influence the integrative outcomes. Emotions as measured by the PANAS-SF, and personality characteristics as measured by the Big Five Personality Trait Test tested the influence of these variables on the individual outcome. No effect of the order on the integrative outcome was found, and emotions and personality characteristics did not seem to influence the individual outcome. Future research could explore the role of being acquainted with the other negotiator and time pressure on the negotiation outcomes.

negotiation

negotiation task

integrative agreements

optional issues

emotions

agreeableness

extroversion

Author

Huizer, Sterre

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Social and Organisational Psychology

Supervisors

Steinel, W.

ECTS Credits

20

Language

en