Keywords

Machiavellianism, Psychology, Persuasion

Abstract

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.

Graduation Date

1978

Advisor

Taylor, K. Phillip, 1939-

Degree

Master of Arts (M.A.)

College

College of Social Sciences

Degree Program

Communication

Format

PDF

Pages

vi, 105 pages

Language

English

Rights

Written permission granted by copyright holder to the University of Central Florida Libraries to digitize and distribute for nonprofit, educational purposes.

Length of Campus-only Access

None

Access Status

Masters Thesis (Open Access)

Identifier

DP0008178

Subjects

Machiavellianism (Psychology), Persuasion (Psychology)

Contributor (Linked data)

Taylor, K. Phillip, 1939-

Collection (Linked data)

Retrospective Theses and Dissertations

Included in

Communication Commons

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