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Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power

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Abstract

Initiation is an often-overlooked yet essential stage of the negotiation process. This study examined the effects of two measures of personality—Machiavellianism and risk propensity—and relative bargaining power (as based on multiple situational factors) on three phases of the initiation process—engaging a counterpart, making a request, and optimizing the request. Using a multi-scenario approach, one hundred fifteen participants indicated their initiation preferences for three distinct negotiations. The results of repeated measures ANOVAs indicate that bargaining power influences an individual’s decision to initiate negotiations. In addition, those high in Machiavellianism choose to initiate negotiations even when relative bargaining power is low, whereas those high in risk propensity tend to optimize their requests. The implications of these findings for practitioners and future research are discussed.

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Authors and Affiliations

  1. Department of Business Administration, Athens University of Economics and Business, 76 Patission str., 10434, Athens, Greece

    Ilias Kapoutsis & Andreas G. Nikolopoulos

  2. Kogod School of Business, American University and IAG/PUC-Rio de Janeiro, Rio de Janeiro, Brazil

    Roger J. Volkema

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  1. Ilias Kapoutsis
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  2. Roger J. Volkema
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  3. Andreas G. Nikolopoulos
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Correspondence to Ilias Kapoutsis.

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Kapoutsis, I., Volkema, R.J. & Nikolopoulos, A.G. Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power. Group Decis Negot 22, 1081–1101 (2013). https://doi.org/10.1007/s10726-012-9306-6

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