Abstract
Successful negotiation involves satisfying two seemingly contradictory goals: maximizing personal gain while forming a positive interpersonal relationship with negotiation counterparts. We hypothesized that individuals high on narcissism would gain economically but loose interpersonally in a negotiation. Seventy MBA students engaged in a negotiation simulation, completed a measure of narcissism, reported their emotional states, evaluated their negotiation counterparts' emotional states, and evaluated how much they trusted and liked their counterparts. Consistent with the hypothesis, results revealed that in negotiations, narcissistic personality characteristics can lead to economic gain but are accompanied by interpersonal loss.
| Original language | English |
|---|---|
| Pages (from-to) | 569-574 |
| Number of pages | 6 |
| Journal | Basic and Applied Social Psychology |
| Volume | 35 |
| Issue number | 6 |
| DOIs | |
| Publication status | Published - 2013 Nov 1 |
| Externally published | Yes |
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ASJC Scopus subject areas
- Social Psychology
- Applied Psychology
Cite this
Narcissism and Negotiation : Economic Gain and Interpersonal Loss. / Park, Sun Woong; Ferrero, Joseph; Colvin, C. Randall; Carney, Dana R.
In: Basic and Applied Social Psychology, Vol. 35, No. 6, 01.11.2013, p. 569-574.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Narcissism and Negotiation
T2 - Economic Gain and Interpersonal Loss
AU - Park, Sun Woong
AU - Ferrero, Joseph
AU - Colvin, C. Randall
AU - Carney, Dana R.
PY - 2013/11/1
Y1 - 2013/11/1
N2 - Successful negotiation involves satisfying two seemingly contradictory goals: maximizing personal gain while forming a positive interpersonal relationship with negotiation counterparts. We hypothesized that individuals high on narcissism would gain economically but loose interpersonally in a negotiation. Seventy MBA students engaged in a negotiation simulation, completed a measure of narcissism, reported their emotional states, evaluated their negotiation counterparts' emotional states, and evaluated how much they trusted and liked their counterparts. Consistent with the hypothesis, results revealed that in negotiations, narcissistic personality characteristics can lead to economic gain but are accompanied by interpersonal loss.
AB - Successful negotiation involves satisfying two seemingly contradictory goals: maximizing personal gain while forming a positive interpersonal relationship with negotiation counterparts. We hypothesized that individuals high on narcissism would gain economically but loose interpersonally in a negotiation. Seventy MBA students engaged in a negotiation simulation, completed a measure of narcissism, reported their emotional states, evaluated their negotiation counterparts' emotional states, and evaluated how much they trusted and liked their counterparts. Consistent with the hypothesis, results revealed that in negotiations, narcissistic personality characteristics can lead to economic gain but are accompanied by interpersonal loss.
UR - http://www.scopus.com/inward/record.url?scp=84889604118&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84889604118&partnerID=8YFLogxK
U2 - 10.1080/01973533.2013.840633
DO - 10.1080/01973533.2013.840633
M3 - Article
AN - SCOPUS:84889604118
VL - 35
SP - 569
EP - 574
JO - Basic and Applied Social Psychology
JF - Basic and Applied Social Psychology
SN - 0197-3533
IS - 6
ER -