Individual Differences in Negotiation Effectiveness

  1. 5 Show how individual differences influence negotiations.

Are some people better negotiators than others? The answer is complex. Four factors influence how effectively individuals negotiate: personality, mood/­emotions, culture, and gender.

PERSONALITY TRAITS IN NEGOTIATIONS Can you predict an opponent’s negotiating tactics if you know something about his or her personality? Because personality and negotiation outcomes are related but only weakly, the answer is, at best, “sort of.”46 Most research has focused on the Big Five trait of agreeableness, for obvious reasons—agreeable individuals are cooperative, compliant, kind, and conflict-averse. We might think such characteristics make agreeable ...

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