Trait Negotiation Resilience: A measurable construct of resilience in challenging mixed-interest interactions

N. Nelson, R. Shacham, R. Ben-ari

Research output: Contribution to journalArticlepeer-review

14 Scopus citations


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.

Original languageEnglish
Pages (from-to)209-218
Number of pages10
JournalPersonality and Individual Differences
StatePublished - 1 Jan 2016

Bibliographical note

Publisher Copyright:
© 2015.


  • Conflict management
  • Negotiation
  • Negotiation resilience inventory (NRI)
  • Resilience
  • Trait negotiation resilience (TNR)


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