University of Twente Student Theses
Personality as a Potential Determinant of Strategic Adaptability in Negotiations
Weidemann, J.M. (2021) Personality as a Potential Determinant of Strategic Adaptability in Negotiations.
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| Abstract: | This study aims to investigate whether strategic adaptability in negotiations can be determined by personality. Strategically adaptable negotiators are expected to have personality traits of both integrative and distributive negotiators in common. Furthermore, this study investigates whether strategically adaptable negotiators achieve, on average, a better negotiation outcome than negotiators who do not show adaptability. Adaptable negotiators are expected to achieve better negotiation outcomes. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/88553 |
| Export this item as: | BibTeX EndNote HTML Citation Reference Manager |
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