Understanding the processes of communication during mixed-motive bargaining in coalition depends to a great extent upon comprehension of the variables which affect it. Certainly one of the most important variables of such communication is the influence of personality effect upon the bargaining outcomes. One personality variable, Machiavellianism, is strongly related to manipulative behavior. This thesis examines both the effects of Machiavellianism on bargaining success in face-to-face triads, and explores the limits of those effects relative to task orientation and personality type disclosure. It was found that Machiavellians are more able bargainers only so long as the nature and identity of their personality type is not revealed to their opponents. Machiavellian bargaining tactics, power strategies, styles of communication, and a variety of factors related to bargaining success are analyzed and a theory of ordering these results in terms of conflict resolution is discussed.
| Identifer | oai:union.ndltd.org:ucf.edu/oai:stars.library.ucf.edu:rtd-1294 |
| Date | 01 January 1978 |
| Creators | Leith, Harry M. |
| Publisher | Florida Technological University |
| Source Sets | University of Central Florida |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | Retrospective Theses and Dissertations |
| Rights | Written permission granted by copyright holder to the University of Central Florida Libraries to digitize and distribute for nonprofit, educational purposes. |
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