Seeing the Other Side: Antecedents and Consequences of Actual and Perceived Counterpart's Personality

Researchers have recently begun to recognize and appreciate the role that personality plays in negotiation processes and outcomes. Aiming to advance research on individual differences in conflict management, in this symposium we focus on the role of the actual and perceived personality of the other side. The four presentations address the topic from different angles. We start by looking at the effects of various personality characteristics of the counterpart (Elfenbein & Bottom). We continue with theorizing on the dynamic interplay between the moral character of all parties (Morse & Cohen). We then demonstrate the effect of congruence in unfairness perceptions in virtual (but not in face-to-face) negotiations (Conlon, Wilson & Kleshinski). Finally, we examine the influence of the perceived values of the counterpart on the decision to cooperate or defect (Mentser & Amit). Together, the presentations provide a preliminary investigation of the topic and stimulate further research in this area.