TY - JOUR
T1 - Trait Negotiation Resilience
T2 - A measurable construct of resilience in challenging mixed-interest interactions
AU - Nelson, N.
AU - Shacham, R.
AU - Ben-ari, R.
N1 - Publisher Copyright:
© 2015.
PY - 2016/1/1
Y1 - 2016/1/1
N2 - Purpose: Resilience is a meta-theory for traits and resources that enhance coping with life difficulties. Spector (2006) first introduced the concept of Negotiation Resilience, as a host of inner and outer resources that help in negotiation. We concentrated on negotiators' dispositional NR, developing, over four studies, a measurable multidimensional construct, Trait Negotiation Resilience (TNR). Methodology and findings: In Study 1, we developed TNR's measurement, Negotiation Resilience Inventory (NRI) and validated its factorial construct. Study 2 demonstrated NRI's reliability. Study 3 demonstrated NRI's construct validity by testing its correlations with relevant measures. Finally, Study 4 demonstrated NRI's predictive validity; NRI scores predicted negotiators' objective outcomes in a mixed-motive business negotiation. Implications and value: The research expands the study of Negotiation Resilience; a concept which we believe was not researched since its introduction. Specifically, our studies produced a measurable construct for quantitative research of negotiators' dispositional resilience. They also suggested its applicability to various challenging interpersonal situations, and that contributes to resilience literature altogether.
AB - Purpose: Resilience is a meta-theory for traits and resources that enhance coping with life difficulties. Spector (2006) first introduced the concept of Negotiation Resilience, as a host of inner and outer resources that help in negotiation. We concentrated on negotiators' dispositional NR, developing, over four studies, a measurable multidimensional construct, Trait Negotiation Resilience (TNR). Methodology and findings: In Study 1, we developed TNR's measurement, Negotiation Resilience Inventory (NRI) and validated its factorial construct. Study 2 demonstrated NRI's reliability. Study 3 demonstrated NRI's construct validity by testing its correlations with relevant measures. Finally, Study 4 demonstrated NRI's predictive validity; NRI scores predicted negotiators' objective outcomes in a mixed-motive business negotiation. Implications and value: The research expands the study of Negotiation Resilience; a concept which we believe was not researched since its introduction. Specifically, our studies produced a measurable construct for quantitative research of negotiators' dispositional resilience. They also suggested its applicability to various challenging interpersonal situations, and that contributes to resilience literature altogether.
KW - Conflict management
KW - Negotiation
KW - Negotiation resilience inventory (NRI)
KW - Resilience
KW - Trait negotiation resilience (TNR)
UR - http://www.scopus.com/inward/record.url?scp=84942546573&partnerID=8YFLogxK
U2 - 10.1016/j.paid.2015.08.022
DO - 10.1016/j.paid.2015.08.022
M3 - ???researchoutput.researchoutputtypes.contributiontojournal.article???
AN - SCOPUS:84942546573
SN - 0191-8869
VL - 88
SP - 209
EP - 218
JO - Personality and Individual Differences
JF - Personality and Individual Differences
ER -