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Working paper

Relationship between personality meta-traits and negotiation styles

This research investigates the relation of personality metatraits and negotiation styles, and the role of negotiation self-efficacy in it. This study was interviewed of Russians with negotiation background at the extractive industry (N=119). Participants were given Thomas-Kilmann questionnaire, CPM-Q personality questionnaire and negotiation self-efficacy questionnaire. It was found that some personality metatraits are significant and direct predictors of negotiation styles and, additionally, negotiation self-efficacy. Nevertheless, negotiation self-efficacy does not mediate the influence of personality metatraits on negotiation styles.