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Student
Title
Supervisor
Faculty
Educational Programme
Final Grade
Year of Graduation
Ekaterina Maklasova
The Relationship between Personality Meta-Traits and Negotiation Styles
Applied Social Psychology
(Master’s programme)
2018
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.

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