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.