Personality as a Potential Determinant of Strategic Adaptability in Negotiations

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.