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The roles of withdrawal in the negotiator personality-tactic relationship

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Listed:
  • Pui Ting Chow
  • Sai On Cheung
  • Chiu Yan Young
  • Chi Kit Wah

Abstract

The personality of a negotiator shall affect his choice of tactics. Moreover, mixed predictions of the personality-tactic relationship have been derived from prior studies. One possible explanation is the influence of other intervening factors. In this regard, this study examines the role of withdrawal, as an intervening variable, in the negotiator personality-tactic relationship. State of withdrawal refers to the level of interest to continue with a negotiation. In a state of complete withdrawal, the interest to continue no longer exists and breakdown of the negotiation is inevitable. With the participation of practicing professionals, an experiment was used to collect data for the study. It was found that competitors are prone to withdraw and use more distributive tactics. However, this pattern changes with the composition of the dyad. If the negotiating counterpart is a cooperator, a competitor will adopt a more integrative approach. This finding reminds the importance of the personality factor in selecting members of a negotiating team.

Suggested Citation

  • Pui Ting Chow & Sai On Cheung & Chiu Yan Young & Chi Kit Wah, 2015. "The roles of withdrawal in the negotiator personality-tactic relationship," Journal of Business Economics and Management, Taylor & Francis Journals, vol. 16(4), pages 808-821, August.
    • Handle: RePEc:taf:jbemgt:v:16:y:2015:i:4:p:808-821
    DOI: 10.3846/16111699.2012.761646
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    References listed on IDEAS

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    1. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
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