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The Limits Of The Effects Of Machiavellianism On Bargaining Success In Triads, Harry M. Leith

Retrospective Theses and Dissertations

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 …