Boland, Michael & Ross, W. H. (2007).  The impact of self-monitoring on the negotiation of emotionally laden and non-emotionally laden issues.  International Journal of Management & Enterprise Development, Vol. 4, No. 6, pp. 674 - 692.

Abstract:

A 2 x 2 x 2 bargaining experiment used Snyder and Gangestad's self-monitoring scale to match negotiators (high versus low) and their opponents (high versus low).  The nature of the issues (emotionally laden versus non-emotionally laden) was a third factor.  When both negotiators were high in self-monitoring, higher joint outcomes were obtained.  Distributive Justice beliefs and satisfaction with outcomes generally followed the pattern of outcomes.  Two covariates were used.  Machiavellianism was negatively related to the dependent variables.  Emotional Intelligence, as measured by the Mayer-Salovey-Caruso Emotional Intelligence Test (MSCEIT test), was unrelated to the dependent variables.  Implications of the findings for the selection of negotiators was discussed. 

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