Constraining Machiavellianism in Organizational Negotiations: The Role of Institutional Arrangements and Cultural-Cognitive Mechanisms

초록

This study investigates how Machiavellian personality traits influence unethical negotiation behavior and how institutional arrangements can mitigate these tendencies. Through an experimental design incorporating three institutional conditions (regulative, normative, and cultural-cognitive), this study evaluates how high-Mach individuals behave during integrative negotiations. Findings suggest that cultural-cognitive arrangements significantly reduce unethical tendencies among high-Machs by influencing perceived accountability. This study contributes to personality research and institutional theory by identifying mechanisms for managing dark personality traits in organizational contexts, particularly within the cultural industry where negotiation competence is critical.

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