Psychopathic personality traits predict competitive wins and cooperative losses in negotiation》.pdf

Personality and Individual Differences 79 (2015) 116–122 Contents lists available at ScienceDirect Personality and Individual Differences journal homepage: www.else /locate/paid Psychopathic personality traits predict competitive wins and cooperative losses in negotiation Leanne ten Brinke a,⇑, Pamela J. Black b, Stephen Porter b, Dana R. Carney a a University of California, Berkeley, Haas School of Business, 2220 Piedmont Avenue, Berkeley, CA 94720, USA b University of British Columbia, Centre for the Advancement of Psychological Science and Law, ASC II 204, 3187 University Way, Kelowna, British Columbia V1V 1V7, Canada a r t i c l e i n f o a b s t r a c t Article history: Corporate corruption has recently called attention to the relevance of psychopathic personality traits— Received 10 November 2014 the absence of conscience, remorse, or scruples—in business settings; yet, little is known about how these Received in revised form 27 January 2015 personality traits affect business practices. We present two studies testing whether psychopathic person- Accepted 1 February 2015 ality traits are related to social perspective and cognitive decision-making biases relevant to negotiation, Available online 18 February 2015 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 con- Keywords: