{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,12,29]],"date-time":"2025-12-29T19:05:51Z","timestamp":1767035151021,"version":"3.41.2"},"reference-count":57,"publisher":"Emerald","issue":"2","license":[{"start":{"date-parts":[[2018,6,1]],"date-time":"2018-06-01T00:00:00Z","timestamp":1527811200000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["EMJB"],"published-print":{"date-parts":[[2018,7,30]]},"abstract":"<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Purpose<\/jats:title>\n<jats:p>After a hiatus in the research on individual differences in negotiation, there has been a surge of renewed interest in recent years followed by several new findings. The purpose of this paper is to explore the effects that personality, as structured by the five-factor model, have over negotiation behavior and decision making in order to create new knowledge and prescribe advice to negotiators.<\/jats:p>\n<\/jats:sec>\n<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Design\/methodology\/approach<\/jats:title>\n<jats:p>This study replicates observations from earlier studies but with the innovation of using a different methodology, as data from a sample of volunteer participants were collected in regard to their personality and behavior during two computerized negotiation simulations, one with the potential for joint gains and the other following a more traditional bargaining scenario.<\/jats:p>\n<\/jats:sec>\n<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Findings<\/jats:title>\n<jats:p>Significant results for both settings were found, with the personality dimensions of agreeableness, conscientiousness, and extraversion systematically reoccurring as the most statistically relevant, although expressing different roles according to the type of negotiation and measure being registered. The findings thus suggest a multidimensional relationship between personality and situational variables in which specific traits can either become liabilities or assets depending upon whether the potential for value creation is present or not.<\/jats:p>\n<\/jats:sec>\n<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Originality\/value<\/jats:title>\n<jats:p>The new findings on the impacts of personality traits on both distributive and integrative negotiations allow negotiators to improve their performance and to adapt to specific distributive or integrative negotiation situations.<\/jats:p>\n<\/jats:sec>","DOI":"10.1108\/emjb-11-2017-0043","type":"journal-article","created":{"date-parts":[[2018,6,1]],"date-time":"2018-06-01T04:07:14Z","timestamp":1527826034000},"page":"201-213","source":"Crossref","is-referenced-by-count":7,"title":["Big Five personality traits in simulated negotiation settings"],"prefix":"10.1108","volume":"13","author":[{"ORCID":"https:\/\/orcid.org\/0000-0003-3882-143X","authenticated-orcid":false,"given":"Pedro Fontes","family":"Falc\u00e3o","sequence":"first","affiliation":[]},{"given":"Manuel","family":"Saraiva","sequence":"additional","affiliation":[]},{"given":"Eduardo","family":"Santos","sequence":"additional","affiliation":[]},{"given":"Miguel Pina e","family":"Cunha","sequence":"additional","affiliation":[]}],"member":"140","published-online":{"date-parts":[[2018,6,1]]},"reference":[{"issue":"3","key":"key2021041413225979000_ref001","doi-asserted-by":"crossref","first-page":"723","DOI":"10.1037\/a0012612","article-title":"Negotiators who give too much: unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining","volume":"95","year":"2008","journal-title":"Journal of Personality and Social Psychology"},{"key":"key2021041413225979000_ref002","first-page":"287","article-title":"Acceptable points in general cooperative n-person games","volume":"4","year":"1959","journal-title":"Contributions to the Theory of Games (AM 40)"},{"issue":"1","key":"key2021041413225979000_ref003","doi-asserted-by":"crossref","first-page":"3","DOI":"10.1177\/002200278002400101","article-title":"Effective choice in the prisoner\u2019s dilemma","volume":"24","year":"1980","journal-title":"Journal of Conflict Resolution"},{"issue":"3","key":"key2021041413225979000_ref004","doi-asserted-by":"crossref","first-page":"379","DOI":"10.1177\/002200278002400301","article-title":"More effective choice in the prisoner\u2019s dilemma","volume":"24","year":"1980","journal-title":"Journal of Conflict Resolution"},{"volume-title":"The Evolution of Cooperation","year":"1984","key":"key2021041413225979000_ref005"},{"issue":"2","key":"key2021041413225979000_ref006","doi-asserted-by":"crossref","first-page":"345","DOI":"10.1037\/0022-3514.74.2.345","article-title":"Bargainer characteristics in distributive and integrative negotiation","volume":"74","year":"1998","journal-title":"Journal of Personality and Social Psychology"},{"issue":"3","key":"key2021041413225979000_ref007","first-page":"378","article-title":"Role of perspective-taking ability in negotiating under different forms of arbitration","volume":"36","year":"1982","journal-title":"Industrial and Labor Relations Review"},{"issue":"6","key":"key2021041413225979000_ref008","doi-asserted-by":"crossref","first-page":"951","DOI":"10.1037\/0022-3514.89.6.951","article-title":"Constraints and triggers: situational mechanics of gender in negotiation","volume":"89","year":"2005","journal-title":"Journal of Personality and Social Psychology"},{"issue":"2","key":"key2021041413225979000_ref009","doi-asserted-by":"crossref","first-page":"197","DOI":"10.1002\/job.183","article-title":"Managers\u2019 upward influence tactic strategies: the role of manager personality and supervisor leadership style","volume":"24","year":"2003","journal-title":"Journal of Organizational Behavior"},{"key":"key2021041413225979000_ref010","unstructured":"Carnevale, P.J. and De Dreu, C.K. 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