Abstract
Negotiator personalities are commonly believed to be a major influence on their activities during bargaining. However, this notion which is enforced in the popular literature on negotiations is not supported by current research. This study, using data collected from shippers and motor carriers which have completed negotiations over motor carrier contract terms, supports previous negotiation research findings. These findings.question the influence of personality factors on the perceived number of concessions made by the other party.
Access provided by Autonomous University of Puebla. Download to read the full chapter text
Chapter PDF
Similar content being viewed by others
Keywords
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
References
Bagozzi, Richard P. 1975. "Marketing as Exchange," Journal of Marketing. (October): 32–39.
Bazerman, Max H. and Roby J. Lewicki. 1985. "Contemporary Research Directions in the Study of Negotiations," Journal of Occupational Behavior 6: 117.
Cohen, Herb. 1980. You Can Negotiate Anything. New York: Bantam Books.
Evans, Kenneth, and Richard Beltramini. 1987. "A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective," Journal of Marketing. 51 (April): 58–73.
Fisher, Roger and William Ury. 1983. Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.
Friedman, Jack, Carlton Johnson, and Kermit Fode. 1969. "Subjects Descriptions of Selected TAT Cards via the Semantic Differential," in Snider and Osgood (eds.) Semantic Differential Technique: A Sourcebook. Chicago: Aldine: 537–545.
Gilkey, Roderick W. and Leonard Greenhalgh. 1986. "The Role of Personality in Successful Negotiation," Negotiation Journal (July): 245–255.
Greenhalgh, Leonard, Scott A. Neslin, Roderick W. Gilkey. 1985. "The Effects of Negotiator Preferences, Situational Power, and Negotiator Personality on Outcomes of Business Negotiations," Academy of Management Journal 28(1):9–33.
Hughes, David G., Joseph B. Juhasz and Bruno Contini. 1973. "The Influence of Personality on the Bargaining Process," Journal of Business (October): 593–604.
Karrass, Chester. 1970. The Negotiating Game. New York: T. Y. Crowell.
Kennedy, Gavin, John Berson and John Mcmillan. 1982. Managing Negotiations. New Jersey: Prentice-Hall.
Lockhart, Charles. 1979. Bargaining in International Conflicts. New York: Columbia University Press.
Morley, Ian E. and Geoffrey Stephenson. 1977. The Social Psychology of Bargaining. London: George Allen and Unwin.
Neale, Margaret and Max Bazerman. 1985. "The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes," Academy of Management Journal 28(1):34–49.
Perdue, Barbara. 1985. "A Model of Industrial Buyer-Seller Negotiations," Advances in Consumer Research. 252–255.
Rinehart, Lloyd, Ernest Cadotte and C. John Langley Jr. 1988. "Shipper-Carrier Contract Negotiation: A Conceptual Foundation for Logistics Managers," International Journal of Physical Distribution and Materials Management 18 (6): 43–51.
Schurr, Paul H. and Julie L. Ozanne, 1985. "Influences on Exchange Processes: Buyer’s Preconceptions of a Sellers Trustworthiness and Bargaining Toughness," Journal of Consumer Research (March): 939–953.
Schellenburg, James A. 1982. The Science of Bargaining. New York: Oxford University Press.
Zartman, William I. and Maureen Berman. 1982. The practical Negotiator. Connecticut: Yale University Press.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Jutila, S., Coss, D.J., Rinehart, L.M. (2015). Negotiator Personality and Concession Perceptions in Shipper - Motor Carrier Negotiations. In: Hawes, J. (eds) Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17055-8_89
Download citation
DOI: https://doi.org/10.1007/978-3-319-17055-8_89
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17054-1
Online ISBN: 978-3-319-17055-8
eBook Packages: Business and EconomicsBusiness and Management (R0)