Big Five traits as predictors of the choice of negotiation styles on the example of HR-specialists
DOI:
https://doi.org/10.54359/ps.v18i104.2015Abstract
The current article examines the contribution of Big Five personality traits to the choice of negotiation styles among HR professionals. While most previous studies have focused on negotiation types or conflict resolution strategies, the concept of negotiation style as a relatively stable individual characteristic has remained insufficiently operationalized. The Negotiation Style Assessment Method was used to evaluate negotiation style preferences, distinguishing a distributive style and two integrative styles – partner-oriented and situation-oriented. The empirical study was conducted on a sample of HR professionals (N = 89) and included the Five-Factor Personality Questionnaire alongside the Negotiation Style Assessment. Correlation and regression analyses showed that agreeableness and conscientiousness made a significant negative contribution to the expression of the distributive style while being positively associated with both integrative styles. Extraversion, in contrast, positively predicted the use of the distributive style, whereas openness to experience and neuroticism demonstrated no significant associations with any negotiation style preferences. Agreeableness emerged as the strongest predictor of the partner-oriented integrative style. The findings confirm the contribution of Big Five traits to preferred negotiation styles.
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