Measuring and Strengthening Negotiation Resilience - A Three-Stage Empirical Study on Scale Development, Performance Outcomes and Training

Abstract: Resilience is a key factor in negotiation success, enabling adaptability under pressure. While prior research has explored general resilience, its specific role in negotiations remains underexamined. The Negotiation Resilience Inventory (NRI) by Nelson et al. (2016) provides an initial measurement approach but lacks construct validity and contextual specificity. This study addresses these limitations by developing and validating a revised Negotiation Resilience Scale, ensuring a more precise and negotiation-specific measurement. A three-stage research design is applied: the revised scale is validated (Study 1), its impact on negotiation performance is analyzed (Study 2), and a targeted training program is developed (Study 3). The implementation of Study 3 depends on whether Study 2 confirms a significant positive relationship between negotiation resilience and negotiation performance. Findings will enhance measurement accuracy, clarify the performance effects of resilience, and provide empirical insights into targeted negotiation resilience training. Results from Studies 1 and 2 are expected by summer 2025, with Study 3 following in the second half of the year.

Keywords: negotiation resilience, measurement scale, negotiation performance, resilience training, psychometric validation