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Cited by 42Personality Traits and PsychologyConflict Management and NegotiationSocial and Intergroup Psychology

The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.

Narcissists’ negative perception of their counterpart’s competence and benevolence and their own reduced trust in a negotiation context

Kong, Dejun Tony·2015·Personality and Individual Differences
DOI 10.1016/j.paid.2014.10.015
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Research works printed but not linked: 32

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  2. Brown, 1986, Evaluations of self and others: Self-enhancement biases in social judgments, Social Cognition, 4, 353, 10.1521/soco.1986.4.4.353 · DOI
  3. Campbell, 2007, Do narcissists dislike themselves “deep down inside”?, Psychological Science, 18, 227, 10.1111/j.1467-9280.2007.01880.x · DOI · Paper page
  4. Campbell, 2011, Narcissism in organizational contexts, Human Resource Management Review, 21, 268
  5. Dirks, 2001, The role of trust in organizational settings, Organization Science, 12, 450, 10.1287/orsc.12.4.450.10640 · DOI · Paper page
  6. Dirks, 2002, Trust in leadership: Meta-analytic findings and implications for research and practice, Journal of Applied Psychology, 87, 611, 10.1037/0021-9010.87.4.611 · DOI · Paper page
  7. Dunn, 2012, It hurts both ways: How social comparisons harm affective and cognitive trust, Organizational Behavior and Human Decision Processes, 117, 2, 10.1016/j.obhdp.2011.08.001 · DOI
  8. Fiske, 2002, A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition, Journal of Personality and Social Psychology, 82, 878, 10.1037/0022-3514.82.6.878 · DOI · Paper page
  9. Foster, 2007, Are there such things are “narcissists” in social psychology? A taxometric analysis of the Narcissistic Personality Inventory, Personality and Individual Differences, 43, 1321, 10.1016/j.paid.2007.04.003 · DOI
  10. Gifford, 1985, Nonverbal cues in the employment interview: Links between applicant qualities and interviewer judgments, Journal of Applied Psychology, 70, 729, 10.1037/0021-9010.70.4.729 · DOI
  11. Gosling, 2002, A room with a cue: Personality judgments based on offices and bedrooms, Journal of Personality and Social Psychology, 82, 379, 10.1037/0022-3514.82.3.379 · DOI
  12. Greenhalgh, 1997, Clinical assessment methods in negotiation research: The study of narcissism and negotiator effectiveness, Group Decision and Negotiation, 6, 289, 10.1023/A:1008649527205 · DOI
  13. Grijalva, E., Harms, P. D., Newman, D. A., Gaddis, B. H., & Fraley, R. C. (in press). Narcissism and leadership: A meta-analytic review of linear and nonlinear relationships. Personnel Psychology. http://dx.doi.org/10.1111/peps.12072. · DOI · Paper page
  14. Holtzman, 2010, Narcissism and attractiveness, Journal of Research in Personality, 44, 133, 10.1016/j.jrp.2009.10.004 · DOI
  15. Hoorens, 1995, Self-favoring biases, self-presentation, and the self-other asymmetry in social comparison, Journal of Personality, 63, 793, 10.1111/j.1467-6494.1995.tb00317.x · DOI
  16. Hüffmeier, 2014, Being tough or being nice? A meta-analysis on the impact of hard- and softline strategies in distributive negotiations, Journal of Management, 40, 866, 10.1177/0149206311423788 · DOI
  17. Kong, 2014, Interpersonal trust within negotiations: Meta-analytic evidence, critical contingencies, and directions for future research, Academy of Management Journal, 57, 1235, 10.5465/amj.2012.0461 · DOI
  18. Maccoby, 2000, Narcissistic leaders, Harvard Business Review, 78, 68
  19. Mayer, 1999, The effect of the performance appraisal system on trust for management: A field quasi-experiment, Journal of Applied Psychology, 84, 123, 10.1037/0021-9010.84.1.123 · DOI
  20. Miller, 2008, Comparing clinical and social-personality conceptualizations of narcissism, Journal of Personality, 76, 449, 10.1111/j.1467-6494.2008.00492.x · DOI · Paper page
  21. Neumann, 2009, Personality judgments based on physical appearance, Personality and Social Psychology Bulletin, 35, 1661, 10.1177/0146167209346309 · DOI
  22. Park, 2013, Narcissism and negotiation: Economic gain and interpersonal loss, Basic and Applied Social Psychology, 35, 569, 10.1080/01973533.2013.840633 · DOI
  23. Penney, 2002, Narcissism and counterproductive work behavior: Do bigger egos mean bigger problems?, International Journal of Selection and Assessment, 10, 126, 10.1111/1468-2389.00199 · DOI
  24. Raskin, 1991, Narcissism, self-esteem, and defensive self-enhancement, Journal of Personality, 59, 19, 10.1111/j.1467-6494.1991.tb00766.x · DOI
  25. Raskin, 1988, A principle components analysis of the Narcissistic Personality Inventory and further evidence of its construct validity, Journal of Personality and Social Psychology, 54, 890, 10.1037/0022-3514.54.5.890 · DOI · Paper page
  26. Ross, 1996, Multiple meanings of trust in negotiation theory and research: A literature review and integrative model, International Journal of Conflict Management, 7, 314, 10.1108/eb022786 · DOI
  27. Stevens, 1993, Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control, Journal of Applied Psychology, 78, 723, 10.1037/0021-9010.78.5.723 · DOI
  28. Thompson, 1995, The bittersweet feeling of success: An examination of social perception in negotiation, Journal of Experimental Social Psychology, 31, 467, 10.1006/jesp.1995.1021 · DOI · Paper page
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  30. Watson, 1988, Development and validation of brief measures of positive and negative affect: The PANAS scales, Journal of Personality and Social Psychology, 54, 1063, 10.1037/0022-3514.54.6.1063 · DOI · Paper page
  31. Zeigler-Hill, 2011, Humor style mediates the association between pathological narcissism and self-esteem, Personality and Individual Differences, 50, 1196, 10.1016/j.paid.2011.02.006 · DOI
  32. Zhang, 2009, Testing multilevel mediation using hierarchical linear models: Problems and solutions, Organizational Research Methods, 12, 695, 10.1177/1094428108327450 · DOI

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Metadata

Authors
Kong, D. T.
Affiliations
University of Richmond (US)
Corresponding author
Kong, Dejun Tony
ORCID
Kong, Dejun Tony
Venue
Personality and Individual Differences
Publisher
Elsevier BV
Published
2015-02
Volume
74
Pages
196-201
ISSN
0191-8869 (ISSN-L)
DOI
10.1016/j.paid.2014.10.015
OpenAlex
W2085392219
Cited by
42
References
7
Citations by year
2025: 1 · 2024: 4 · 2023: 3 · 2022: 5 · 2021: 8 · 2020: 7 · 2019: 4 · 2018: 3 · 2017: 4 · 2016: 1 · 2015: 2
FWCI
2.75
Type
journal article
Language
en
Open access
closed
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations
Personality and Individual Differences (publishedVersion)
Topics
  • Social Sciences › Psychology › Clinical Psychology › Personality Traits and Psychology
  • Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Conflict Management and Negotiation
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Keywords
narcissism, negotiation, trust, perceived competence, perceived benevolence, self-other differences, negotiation effectiveness, economic benefits, interpersonal trust

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