The Effect of Negotiator Creativity on Negotiation Outcomes in a Bilateral Negotiation

This study examined creative negotiators to determine if they are able to achieve more successful outcomes in a negotiation context with integrative potential. Creativity scores were obtained from 70 participants, who performed a 2-party, multi-issue negotiation in 35 dyads. This negotiation led to economic and relational negotiation outcomes. The use of creative skills by negotiators was hypothesized to positively affect both classes of negotiation outcomes. Results indicated no significant effect of negotiators' creativity on economic negotiation outcomes. A negative effect of negotiators' creativity on relational negotiation outcome for the buyer was observed. For the relational negotiation outcome of the seller, the same negative tendency was observed, though no significant effect of negotiators' creativity. These findings extend the understanding of the relationship between negotiators' creativity and negotiation outcomes, which is highly underemphasized in current research. Further research should identify which aspects of creativity are crucial to negotiators and determine how they can be adequately measured. The issue of interaction between negotiators' creativity and situational variables should also be addressed, as it likely determines the effect of creativity on negotiation outcomes.     

Beyond the big five as predictors of dispositions toward ridicule and being laughed at: The HEXACO model and the dark triad

We aimed to extend research on dispositions toward ridicule and being laughed at by testing the localization of the fear of (gelotophobia) and the joy in (gelotophilia) being laughed at, and the joy in laughing at others (katagelasticism) in the HEXACO model and the Dark Triad traits (both have not been examined so far). Study 1 (HEXACO model: N = 216) showed that gelotophobia was related to low extraversion, high emotionality, and low honesty‐humility; gelotophilia to high extraversion and high openness to experience; and katagelasticism to low agreeableness and low honesty‐humility. These results were similar to prior findings based on the Five‐Factor model, and supported the notion that the honesty‐humility trait contributes to the prediction of individual differences in gelotophobia and katagelasticism. Study 2 (Dark Triad: N = 204) showed that gelotophobia was related to high Machiavellianism and low narcissism; gelotophilia to high narcissism; and katagelasticism to high psychopathy and high Machiavellianism. These data helped to clarify our findings on the honesty‐humility trait, showing that gelotophobes and katagelasticists differ in their socially aversive characteristics. Overall, this research provides empirical evidence that dark (but subclinical) traits can be seen as relevant personality predictors of how people deal with laughter and ridicule.     

中国人诚实-谦虚人格的特点及其内隐外显关系

诚实-谦虚是重要的人格维度。研究一基于词汇假设法提出诚实包括坦诚、不欺骗、不狡猾、不虚伪等因子,谦虚包括自谦、不浮夸、不自傲、不虚荣等因子,证实中国人的诚实、谦虚相互独立且高相关。研究二通过问卷调查法发现：(1)诚实在性别、户籍上存在显著差异,谦虚在性别、是否独生子女上存在显著差异;(2)诚实对情绪智力、积极应对方式、追求成功动机有显著的正向预测作用,诚实对消极应对方式有显著的负向预测作用;(3)谦虚对追求成功动机有显著的负向预测作用。研究三采用内隐联想测验证实了内隐诚实、内隐谦虚的存在并且内隐外显相互分离。研究表明：中国人的诚实-谦虚人格为一阶8因子、二阶2因子的结构,诚实可以有效预测个体的情绪智力、应对方式和追求成功动机,谦虚可以有效预测个体追求成功动机,诚实、谦虚存在内隐效应且内隐外显之间相互分离。     

Predicting domain‐specific risk taking with the HEXACO personality structure

Although risk taking traditionally has been viewed as a unitary, stable individual difference variable, emerging evidence in behavioral decision‐making research suggests that risk taking is a domain‐specific construct. Utilizing a psychological risk‐return framework that regresses risk taking on the perceived benefits and perceived riskiness of an activity (Weber & Milliman, 1997 ), this study examined the relations between risk attitude and broad personality dimensions using the new HEXACO personality framework (Lee & Ashton, 2004 ) across four risk domains. This personality framework, which has been replicated in lexical studies in over 12 natural languages, assess personality over six broad personality dimensions, as opposed to the traditional Five‐Factor Model, or “Big Five.” Through path analysis, we regressed risk taking in four separate domains on risk perceptions, perceived benefits, and the six HEXACO dimensions. Across all risk domains, we found that the emotionality dimension was associated with heightened risk perceptions and high conscientiousness was associated with less perceived benefits. We also report several unique patterns of domain‐specific relations between the HEXACO dimensions and risk attitude. Specifically, openness was associated with risk taking and perceived benefits for social and recreational risks, whereas lower honesty/humility was associated with greater health/safety and ethical risk taking. These findings extend our understanding of how individuals approach risk across a variety of contexts, and further highlight the utility of honesty/humility, a dimension not recovered in Big Five models, in individual differences research. Copyright © 2010 John Wiley & Sons, Ltd.     

Situational Affordances for Prosocial Behaviour: On the Interaction Between Honesty‐Humility and (Perceived) Interdependence

Individual differences in prosocial behaviour are well‐documented. Increasingly, there has been a focus on the specific situations in which particular personality traits predict prosocial behaviour. HEXACO Honesty‐Humility—the basic trait most consistently linked to prosocial behaviour in prior studies—has been found to predict prosociality most strongly in situations that afford the exploitation of others. Importantly, though, it may be the subjectively perceived situation that affords the behavioural expression of a trait. Following this reasoning, we tested the proposition that Honesty‐Humility would predict prosocial behaviour more strongly in situations characterised by, and perceived to contain, two dimensions of interdependence that can afford exploitation: high conflict and high power. However, across a series of incentivised economic games and two large experience sampling studies, we only found inconsistent evidence for the association between Honesty‐Humility and prosocial behaviour. Furthermore, the link between Honesty‐Humility and prosociality was neither conditional on objective interdependence nor on subjective perceptions of interdependence. Nonetheless, perceptions of conflict and power tracked objective properties of economic games and were related to prosocial behaviour in the lab and field. Future research should take individuals' subjective understanding of situations into account, which may also help understand the (generalisability of the) effect of Honesty‐Humility on prosocial behaviour. © 2019 The Authors. European Journal of Personality published by John Wiley & Sons Ltd on behalf of European Association of Personality Psychology     

Affect from the top down: How powerful individuals' positive affect shapes negotiations

We tested the hypothesis that the positive affect of powerful negotiators shapes the quality of negotiation processes and outcomes more than the positive affect of less powerful negotiators. Findings from two studies supported the hypothesis: powerful individuals' trait positive affect was the best predictor of negotiators' trust for each other and of whether they reached integrative outcomes. Positive affect predicted joint gains above and beyond negotiators' trait cooperativeness and communicativeness. However, positive affect was unrelated to distributive outcomes; thus, there were no observed disadvantages of being positively affective.     

Extraversion and Agreeableness: Divergent Routes to Daily Satisfaction With Social Relationships

We examined the unique effects of extraversion and agreeableness (and honesty‐humility) on everyday satisfaction with family, friends, romantic life, and acquaintances, and explored potential mediators of these effects. Three diary studies (Ns = 206, 139, 185) were conducted on Singaporean university students. In Studies 1 and 2, participants rated their satisfaction with different relationship categories. In Study 3, participants rated their satisfaction and social interactions with 10 target individuals each day for a 1‐week period. Both extraversion and agreeableness predicted relationship satisfaction. However, the effect of extraversion was mediated by greater levels of trust in others, whereas the effect of agreeableness was mediated by less frequent negative exchanges (e.g., criticism, perceived anger, and perceived neglect). The effect of honesty‐humility on negative exchanges was similar to agreeableness. When both were entered as predictors, only the effect of honesty‐humility was significant. We discuss how the processes by which personality affect relationship satisfaction vary depending on the trait as well as the particular measure that is used (IPIP NEO PI‐R, California Q‐Set, and IPIP‐HEXACO).     

A sixth personality domain that is independent of the Big Five domains: The psychometric properties of the HEXACO Personality Inventory in a Japanese sample

We investigated the reliability of the HEXACO‐Personality Inventory (HEXACO‐PI) using the NEO Five‐Factor Inventory (NEO‐FFI) and the International Personality Item Pool (IPIP) Big Five scales in a Japanese sample of 492 respondents (mean age = 20.4 years). The psychometric properties of the HEXACO‐PI were examined and found to be satisfactory. The results of the factor analysis showed that the six hypothesized personality domains were found independently. A total of 307 participants responded to the NEO‐FFI and the IPIP Big Five scales. The results showed that the five domains of the HEXACO model corresponded to the Five‐Factor domains and were relative to the Big Five personality domains as a whole, but the sixth domain, Honesty‐Humility, showed weak to moderate correlations with some factors of the NEO‐FFI and the IPIP Big Five scales. These results suggest that the Honesty‐Humility domain is independent of the five fundamental personality factors and that the HEXACO‐PI is a useful and reliable questionnaire for investigating personality structure in cross‐cultural and other context.     

Honesty‐humility and prosocial behavior: The mediating roles of perspective taking and guilt‐proneness

The prosocial personality trait of honesty‐humility has received extensive attention in the last decade. However, research on the mechanism underlying the relationship between honesty‐humility and prosocial behavior is rather scarce. This study aims to explore the internal mechanism underlying this relationship to draw a complete picture of the honesty‐humility trait. A sample of 458 Chinese young adults was obtained to complete self‐report measures of honesty‐humility, perspective taking, guilt‐proneness, and prosocial behavior. The mediation model revealed that: (1) honesty‐humility positively related to prosocial behavior; (2) perspective taking and guilt‐proneness mediated the relationship between honesty‐humility and prosocial behavior, separately; and (3) the effect of honesty‐humility on prosocial behavior was mediated via perspective taking and then guilt‐proneness. In conclusion, we provide an initial support for the mediating roles of perspective taking and guilt‐proneness in the relationship between honesty‐humility and prosocial behavior. Both theoretical and practical implications for understanding the psychological mechanisms of prosocial behavior are discussed.     

The Increment of Social Axioms over Broad Personality Traits in the Prediction of Dyadic Adjustment: An Investigation Across Four Ethnic Groups

This study investigates the relationship between personality, social axioms, and dyadic adjustment. A sample of 420 participants (210 heterosexual couples), approximately evenly distributed between four ethnic backgrounds (Romanian, Hungarian, German, and Rroma), was investigated in a cross‐sectional approach with the Romanian versions of the Social Axioms Survey, the Dyadic Adjustment Scale, and the Revised NEO Personality Inventory. The analyses were based on the actor–partner interdependence model. The results showed that social axioms show incremental validity over personality traits in the prediction of dyadic adjustment, attesting to the usefulness of a worldview measure in predicting interpersonal outcomes over and above that provided by a measure of personality. Three of the five dimensions of social axioms were associated with dyadic adjustment, with either actor or partner effects. A few significant differences have been found between the various ethnic groups on effects of the social axioms on dyadic adjustment: The positive actor effect of reward for application is not visible for German men, the negative partner effect of social cynicism is not detectable for Rroma men, and the negative partner effect of social complexity is not visible for Rroma women. Copyright © 2017 European Association of Personality Psychology     

Narcissism and Negotiation: Economic Gain and Interpersonal Loss

Successful negotiation involves satisfying two seemingly contradictory goals: maximizing personal gain while forming a positive interpersonal relationship with negotiation counterparts. We hypothesized that individuals high on narcissism would gain economically but loose interpersonally in a negotiation. Seventy MBA students engaged in a negotiation simulation, completed a measure of narcissism, reported their emotional states, evaluated their negotiation counterparts' emotional states, and evaluated how much they trusted and liked their counterparts. Consistent with the hypothesis, results revealed that in negotiations, narcissistic personality characteristics can lead to economic gain but are accompanied by interpersonal loss.     

Similar to and/or Better than Oneself? Singles' Ideal Partner Personality Descriptions

Using the HEXACO Model of Personality, we explored two kinds of ideal partner preferences regarding personality traits, namely, to what extent people prefer partners similar to themselves (similarity preference) and to what extent people prefer partners with more desirable trait levels than themselves (aspirational assortative preference). We conducted five studies (overall N > 900) across four countries (China, Denmark, Germany, and the USA), looking at both HEXACO factors and facets, using both self‐report questionnaires and real‐life data (personal profiles from a dating website), and comprising both student and more heterogeneous samples. The results provided support for both kinds of ideal partner preferences, with important differences across traits. Specifically, similarity preference was supported by all studies concerning all HEXACO traits, and aspirational assortative preference was supported by all four self‐report studies (though not the dating website study) concerning all HEXACO traits except for Openness to Experience. Concerning differences in preferences among the HEXACO traits, similarity preference was particularly pronounced for Honesty–Humility and Openness to Experience, moderate for Agreeableness and Conscientiousness, and less pronounced for Emotionality and Extraversion. Aspirational assortative preference, by contrast, was particularly pronounced for Emotionality, Extraversion, and Agreeableness, moderate for Honesty–Humility, and inconsistent for Conscientiousness. © 2018 European Association of Personality Psychology     

Personality features and mate retention strategies: Honesty–humility and the willingness to manipulate,deceive, and exploit romantic partners

Personality features are associated with several relationship outcomes. We examined whether specific personality features differed in their associations with “mate retention” strategies. We examined the unique associations that personality features had with mate retention strategies reported by 179 community members in romantic relationships for at least 6 months. Personality features were associated with each of the mate retention strategies such that positive personality features (e.g., high levels of honesty–humility) were associated with less reliance on mate retention strategies that involved manipulating, deceiving, or exploiting romantic partners. Discussion focuses on the implications of these results for understanding the connection between personality features and behaviors intended to preserve and maintain romantic relationships.     

Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation

This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the moderating role of the negotiators' social motive. Business students engaged in face‐to‐face negotiations, which were audio‐taped and transcribed. None, one, or both dyad members were provided with an exit option—the possibility to leave the current negotiation and start new negotiations with someone else. Dyads were also given instructions to maximize own outcomes (egoistic motive) or to consider both own and the other's outcomes (prosocial motive). Results showed that, as expected, dyads with a one‐sided exit option engaged in more distributive and less integrative behavior, and obtained lower joint outcomes than dyads having either two‐sided or no exit options. However, this effect occurred only under an egoistic rather than a prosocial motive. No differences were found for negotiations with two‐sided exit options compared to negotiations without exit options, suggesting one's own exit option is counterbalanced by the other's escape possibility. Our results indicate that negotiators who wish to maximize personal as well as joint outcomes should try to combine a power advantage in terms of exit options with a shared prosocial orientation. Copyright © 2000 John Wiley & Sons, Ltd.     

More than the Big Five: Egoism and the HEXACO model of personality

Egoism is a personality trait that is associated with self‐enriching and self‐centred behaviours. Research has suggested that egoism lies beyond the Big Five personality factors. Recently, the HEXACO model of personality has been proposed as an alternative to the Big Five model. In three studies, the relation between the HEXACO Personality Inventory and egoism, conceptualized using three different questionnaires (DPQ Egoism, SPI Egotism and the Egoism Scale), is investigated. In all three studies, the HEXACO Honesty–Humility factor scale was the most important predictor of egoism. Additionally, in two studies in which FFM measures were used, the HEXACO Personality Inventory explained more variance in egoism than did the FFPI (Study 2) and the NEO‐PI‐R (Study 3). Copyright © 2009 John Wiley & Sons, Ltd.     

Actor–partner interdependence of humility and relationship quality among couples transitioning to parenthood

The transition to parenthood is a challenging experience that often strains relationships, but perceiving one’s partner as humble (actor relational humility) and being perceived by one’s partner as humble (partner relational humility) were hypothesized to benefit couples during this transition. Married couples (N = 69) were tracked from the third trimester of pregnancy through 21 months postpartum. Husbands and wives provided ratings of relational humility and dyadic adjustment. Actor–partner interdependence models tested actor and partner effects of relational humility on dyadic adjustment across the transition. Although couples declined in dyadic adjustment over the transition at the same rate regardless of relational humility (counter to Hypothesis 2), those higher in relational humility reported greater dyadic adjustment at each time point during the transition (consistent with Hypothesis 1). These findings support the benefits of relational humility to relationship quality, and we call for further research into humility’s benefits during times of relationship transition.     

Bifactor Models of Personality and College Student Performance: A Broad Versus Narrow View

Research in the area of personality traits and academic performance has been supported by consistent meta‐analytic evidence demonstrating positive relationships between Conscientiousness and grade point average (GPA). However, academic performance is not solely a function of GPA but also a number of other important intellectual, interpersonal and intrapersonal behaviours. This wider criterion space opens up the possibility for many personality factors and their underlying facets to relate to academic performance. Using bifactor latent variable modelling, the current study investigates the six‐factor HEXACO model of personality, along with their 24 underlying facets, for predicting students' academic performance. Model results reveal interpretable and meaningful relationships between both broad factors and narrow personality facets in predicting college student outcomes. Implications for measurement, modelling and prediction are discussed. Copyright © 2014 European Association of Personality Psychology     

Interdependence,social motives,and outcome satisfaction in multiparty negotiation

What makes negotiators satisfied with their outcomes? In this study, we examined whether interpersonal interdependence, in the context of multi‐party multi‐issue negotiation, affected negotiators' satisfaction with their individual and group outcomes. We integrated principles from interdependence, social comparison, and social value theories to generate hypotheses about the social‐evaluative nature of satisfaction with negotiation outcomes. Controlling for differences in quality of individual outcomes, we found a positive association between satisfaction and individual outcome and a negative association between satisfaction and group outcome. Relative to those with prosocial social value orientation, negotiators with an individualistic social value orientation were less satisfied with the group outcome, regardless of induced motivational orientation. Neither motivational orientation nor an interaction between motivational orientation and social value orientation were related to satisfaction. We discuss the implications of our results for research on interdependence processes in negotiations and the role of social motives. Copyright © 2000 John Wiley & Sons, Ltd.     

Comparing Job Applicants to Non‐applicants Using an Item‐level Bifactor Model on the HEXACO Personality Inventory

The present study evaluated the ability of item‐level bifactor models (a) to provide an alternative explanation to current theories of higher order factors of personality and (b) to explain socially desirable responding in both job applicant and non‐applicant contexts. Participants (46% male; mean age = 42 years, SD = 11) completed the 200‐item HEXACO Personality Inventory‐Revised either as part of a job application (n = 1613) or as part of low‐stakes research (n = 1613). A comprehensive set of invariance tests were performed. Applicants scored higher than non‐applicants on honesty‐humility (d = 0.86), extraversion (d = 0.73), agreeableness (d = 1.06), and conscientiousness (d = 0.77). The bifactor model provided improved model fit relative to a standard correlated factor model, and loadings on the evaluative factor of the bifactor model were highly correlated with other indicators of item social desirability. The bifactor model explained approximately two‐thirds of the differences between applicants and non‐applicants. Results suggest that rather than being a higher order construct, the general factor of personality may be caused by an item‐level evaluative process. Results highlight the importance of modelling data at the item‐level. Implications for conceptualizing social desirability, higher order structures in personality, test development, and job applicant faking are discussed. Copyright © 2017 European Association of Personality Psychology     

Perceived relevance of honesty and agreeableness to situations with non‐correspondent and correspondent outcomes: An interdependence perspective

According to interdependence theory, interpersonal situations that vary in their surface characteristics can be united by similarities in their underlying structure. Likewise, factor analytic approaches to personality combine many traits into a small number of factors. In the current research, we use interdependence theory and existing factor analyses of personality traits to measure people's lay theories about the ways traits and situations interact. We predict that traits representative of honesty–humility/virtue will be rated as more relevant to situations with non‐correspondent outcomes (a gain in one person's outcomes is associated with a loss in the other person's outcomes) than to situations with correspondent outcomes (a gain in one person's outcomes is associated with a gain in the other person's outcomes). Conversely, we predict that traits representative of agreeableness will be rated as more relevant to situations with correspondent outcomes than to situations with non‐correspondent outcomes. An experiment found the expected trait X situation interaction revealing that subjects expect certain types of traits to be most relevant to specific types of situations. Copyright © 2013 John Wiley & Sons, Ltd.