Moral Character in Negotiation
提出一个谈判中道德品格的二元模型，强调双方道德品格如何共同影响谈判态度、动机和行为，并指出人格科学对谈判研究和实践的潜力。
In this article, we discuss the role of moral character in negotiation and identify open questions and promising directions for future scholars to explore. We advance research in this area by introducing a dyadic model of moral character in negotiation that highlights the joint influence of each party’s moral character on negotiation attitudes, motives, and behaviors. We discuss the implications of our model and conclude that personality science—especially the study of moral character—has great potential to enhance research and practice in negotiations. Our hope is that this work will accelerate theoretical development and empirical studies that address the question of how moral character influences negotiation processes and outcomes—from pre-negotiation (e.g., planning, selecting negotiating partners) to actual bargaining (e.g., bargaining tactics, concessions) to post-negotiation (e.g., deal implementation, long-term consequences, relationship building and maintenance, reputations)—and provide a springboard for future studies on this topic.