The Relationship between Personality Meta-Traits and Negotiation Styles

The present study is aimed at investigating the relationship of personality metatraits and negotiation styles, and examining the role of negotiation self-efficacy in it. The sample included Russian respondents having business negotiation background in Moscow and Krasnoyarsk (N=119). I used a Russian version of Thomas-Kilmann Questionnaire (Kardashina, S.V., Shangina, N.V., 2016). I also adopted CPM-Q Personality Questionnaire (Strus, W., Cieciuch., J., & Rowinski, T., 2014) and Negotiation Self-Efficacy Questionnaire (B.A. Sullivan, K.M. O`Connor, & E.R. Burris, 2006). The obtained empirical data were analyzed using confirmatory factor analysis to test a structure of measures with a low level of internal consistency in the existence of redundant items, structural equation modeling to build models of relation between personality metatraits, negotiation self-efficacy and negotiation styles, and bootstrap procedure to test an indirect effect from personality metatraits to negotiation styles through negotiation self-efficacy. I found that personality metatraits are significant and direct predictors of preference for negotiation styles: Disharmony, Disinhibition, Passiveness, Self-Restrain. Nevertheless, the results of this study have shown that there are some personality metatraits that do not promote the preference for negotiation styles: Sensation-Seeking, Stability and Integration. The results have also shown that negotiation self-efficacy does not mediate the influence of metatraits of personality on negotiation styles. However, there is an exception: Plasticity negatively predicts avoidance negotiation style through distributive negotiation self-efficacy. Additionally, I found that some personality metatraits are significant and direct predictors of negotiation self-efficacy: Stability, Disinhibition, Plasticity, Passiveness, and Disharmony.