Psychopathic personality traits predict competitive wins and cooperative losses in negotiation

被引：30

作者：

ten Brinke, Leanne ^{[1
]}

Black, Pamela J. ^{[2
]}

Porter, Stephen ^{[2
]}

Carney, Dana R. ^{[1
]}

机构：

[1] Univ Calif Berkeley, Haas Sch Business, Berkeley, CA 94720 USA

[2] Univ British Columbia, Ctr Adv Psychol Sci & Law, Kelowna, BC V1V 1V7, Canada

来源：

PERSONALITY AND INDIVIDUAL DIFFERENCES | 2015年 / 79卷

关键词：

Psychopathy; Negotiation; Competition; SOCIAL VALUE ORIENTATION; DARK TRIAD; CORPORATE PSYCHOPATHY; DIRTY DOZEN; NARCISSISM; PERCEPTION; BEHAVIOR;

D O I：

10.1016/j.paid.2015.02.001

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

Corporate corruption has recently called attention to the relevance of psychopathic personality traits the absence of conscience, remorse, or scruples in business settings; yet, little is known about how these personality traits affect business practices. We present two studies testing whether psychopathic personality traits are related to social perspective and cognitive decision-making biases relevant to negotiation, and whether those traits affect outcomes in a negotiation simulation. Psychopathic personality features were associated with a competitive world-view, including selfish social motivations and illusions of conflict with others. In mixed-motive negotiations, psychopathic traits predicted greater personal monetary gains when success favored competitive actions, but predicted monetary loss when success depended on cooperation. Results suggest that psychopathic personality traits can both bolster and hinder success in business. (c) 2015 Elsevier Ltd. All rights reserved.

引用

页码：116 / 122

页数：7

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