From a theoretical perspective, the study provides an integrative model for studying
the relationship between personalities, negotiator cognition, negotiation behaviors and
negotiation outcomes. For years, negotiation researchers have been examining
negotiation process from different perspectives. Some are examining the direct impact of
individual differences on negotiation outcomes (e.g. Barry and Friedman, 1998). Few
studies have tried to integrate the enormous research on negotiation. As a result,
confusing and sometimes contradictory findings have been obtained and negotiation
research remains fragmented. It also sends conflicting information to negotiation
practitioners and makes negotiation knowledge less actionable. For example, research on
the relationship between personality and negotiation outcomes is so inconsistent that
people conclude there are no meaningful findings from the individual approach, which
we know is not correct since individuals exhibit consistency across contexts (and that is
why we use personality to refer to people) and there is no reason why this dispositional
character loses its predicting power in negotiation area.What is missing is an integrated
approach to investigate this phenomenon and to capture the true impact of personality