How do personality traits affect construction dispute negotiation? Study of Big Five Personality Model

Abstract

This paper provides some leads as to how personality traits affect negotiating behaviors and negotiation outcomes in a construction dispute negotiation. To achieve this, a questionnaire survey was conducted. The Big Five Personality Model was used to measure the personality traits of construction negotiators. Factors of negotiating behaviors and negotiation outcomes were developed. By interrelating these three elements, moderated multiple regression (MMR) was used to examine how personality traits affect the relationships between negotiating behaviors and negotiation outcomes. The results suggest that 16 MMR models are of significant moderating effects on these relationships. Among them, the top five MMR models with relatively strong moderating effects are identified. These models reveal that the personality traits of extraversion, openness, and conscientiousness can significantly moderate the relationships of negotiating behaviors and negotiation outcomes. In addition, their moderating effects are plotted to examine their natures. Effective zones of extraversion, openness, and conscientiousness are identified to show precisely how these personality traits can effectively facilitate positive negotiation outcomes. These results provide construction organizations with indicators to which type of personality traits can help improve negotiation outcomes and optimize the overall performance of construction dispute negotiations. © 2011 American Society of Civil Engineers.