Narcissism and Negotiation

Economic Gain and Interpersonal Loss

Sun Woong Park, Joseph Ferrero, C. Randall Colvin, Dana R. Carney

Research output: Contribution to journalArticle

10 Citations (Scopus)

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 languageEnglish
Pages (from-to)569-574
Number of pages6
JournalBasic and Applied Social Psychology
Volume35
Issue number6
DOIs
Publication statusPublished - 2013 Nov 1
Externally publishedYes

Fingerprint

Narcissism
Negotiating
Economics
Personality
Students

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 journalArticle

Park, Sun Woong ; Ferrero, Joseph ; Colvin, C. Randall ; Carney, Dana R. / Narcissism and Negotiation : Economic Gain and Interpersonal Loss. In: Basic and Applied Social Psychology. 2013 ; Vol. 35, No. 6. pp. 569-574.
@article{3918b606a4f54a6a908611afceb61ffc,
title = "Narcissism and Negotiation: Economic Gain and Interpersonal Loss",
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.",
author = "Park, {Sun Woong} and Joseph Ferrero and Colvin, {C. Randall} and Carney, {Dana R.}",
year = "2013",
month = "11",
day = "1",
doi = "10.1080/01973533.2013.840633",
language = "English",
volume = "35",
pages = "569--574",
journal = "Basic and Applied Social Psychology",
issn = "0197-3533",
publisher = "Routledge",
number = "6",

}

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

VL - 35

SP - 569

EP - 574

JO - Basic and Applied Social Psychology

JF - Basic and Applied Social Psychology

SN - 0197-3533

IS - 6

ER -