Trait Negotiation Resilience: A measurable construct of resilience in challenging mixed-interest interactions

• Developed a multidimensional measurable construct to assess negotiator resilience
• TNR consists of emotional, interpersonal, motivational and cognitive traits.
• Our studies demonstrated TNR scale's (NRI) reliability and construct validity.
• NRI score predicts negotiation outcomes, where General Resilience scale does not.

PurposeResilience is a meta-theory for traits and resources that enhance coping with life difficulties. Spector (2006) first introduced the concept of Negotiation Resilience, as a host of inner and outer resources that help in negotiation. We concentrated on negotiators' dispositional NR, developing, over four studies, a measurable multidimensional construct, Trait Negotiation Resilience (TNR).Methodology and findingsIn Study 1, we developed TNR's measurement, Negotiation Resilience Inventory (NRI) and validated its factorial construct. Study 2 demonstrated NRI's reliability. Study 3 demonstrated NRI's construct validity by testing its correlations with relevant measures. Finally, Study 4 demonstrated NRI's predictive validity; NRI scores predicted negotiators' objective outcomes in a mixed-motive business negotiation.Implications and valueThe research expands the study of Negotiation Resilience; a concept which we believe was not researched since its introduction. Specifically, our studies produced a measurable construct for quantitative research of negotiators' dispositional resilience. They also suggested its applicability to various challenging interpersonal situations, and that contributes to resilience literature altogether.