Development of the Negotiation and Conflict Resolution Scale

Abstract: In this investigation, we develop the Negotiation and Conflict Resolution Scale (NCRS). We extend the Dual Concern Model (Pruitt & Carnevale, 1993) and identify nine behavioral strategies negotiators can engage in during the bargaining process. In Study 1, items were generated and exploratory factor analyses conducted across two samples (combined N = 705). Study 2 (N = 601) confirmed the factor structure. Study 3 validated the NCRS in an organizational sample (N = 240), showing significant positive correlations between self- and peer-reports. Study 4 demonstrated test-retest reliability and convergent validity (N = 702). Study 5 validated convergent validity through additional informant reports (N = 418). Finally, in Study 6, we combine the data from Studies 2~5 (N = 1831) for latent profile analyses, revealing four distinct strategy preference profiles and gender differences. The NCRS advances understanding of individual differences in negotiation and conflict resolution.

Keywords: Individual differences, Conflict Resolution, Gender differences, Negotiation processes