Negotiating Machiavellians: Uncovering the emotional patterns in negotiations between Machiavellians and their counterpart.

Abstract: This study examines the influence of Machiavellian traits on the dynamics of negotiators’ emotional displays, and on the final negotiation outcomes. Grounded in personality theory, we explore differences in the emotional patterns of negotiators high versus low in Machiavellian personality during negotiations. Additionally, we investigate how high and low Machiavellians impact their counterparts’ emotional responses, as well as the broader negotiation process. We investigate emotional display patterns and negotiation outcomes associated with negotiator Machiavellian personality traits using a lab study. Emotional expressions of all parties will be analyzed using FaceReaderTM software, and we will apply the NegotiAct coding framework to inductively identify corresponding behavioral patterns within the negotiation. This research seeks to advance our understanding of personality-driven negotiation dynamics, particularly the unfolding of emotions when negotiating with high (vs low) Machiavellians. It also provides practical implications for organizations seeking to improve negotiation training programs and fostering effective workplace interactions.

Keywords: Negotiation, Machiavellianism, Emotions, Qualitative