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MGT 445 Week 2 DQ 1

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What is the importance of personality in negotiation? How do the Big Five personality factors affect
negotiation? Based on your personality and the Big Five, what would be your negotiation strengths
and weaknesses?
What is the importance of personality in negotiation?
The personality type is critical for the negotiation process, knowing the personality type of the negotiators
provides me an edge in negotiating and improve my chances of achieving a win/win outcome. There are
four types of personalities, and each responds to a different negotiation strategy:
Dominant personality – They are extroverted, controlling, like challenges, and overall they love to win.
Negotiator with this type of personality believe that winning isn’t everything, it’s the only thing. Typically are
win/lose negotiators and do not accept this.
Influence personality - love to talk and interact, make quick, impulsive decisions. They have a great sense
of humor and are good team players.
Steady relator personality – They keep the peace and avoid conflict, they are amiable, patient and relaxed,
unemotional during negotiations, slow to make a decision, and will look for a long-term relationship. They
need to know you will deliver on what you promise.
Compliant personality – They are considered the perfectionists of the world, cautious, detailed, accurate
and analytical with high standards. They want proof, facts, data, and more data (Lewicki, Barry, and
Saunders, 2006).
How do the Big Five personality factors affect negotiation?
Psychologists have identified literally thousands of personality traits and dimensions that differentiate one
person from another. But in recent years, researchers have identified five fundamental traits that are very
relevant to the organizations. These traits are now commonly called as The Big Five Personality Factors.
O = Originality, openness, imagination
C = Consolidation, conscientiousness, will to achieve, goal-oriented
E = Extraversion, positive emotionality, sociability
A = Agreeableness, accommodation, adaptability
N = Need for stability, negative emotionality, neuroticism
Although the Big Five may provide some indication as to whether or not an individual would perform well in
negotiation, the determination of Big Five impact is dependent upon other factors including the type of
negotiation in which they are engaging as well as the context of the negotiation (Lewicki, Barry, and
Saunders, 2006).
Based on your personality and the Big Five, what would be your negotiation strengths and
weaknesses?
My Big Five measurements point to being relatively well suited for distributive bargaining because my
scores in both Extraversion and Agreeableness are not extremely high. However, I do believe that

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negotiation performance does include a situational element. If I am well prepared and have concrete
strategy and goals going into negotiation, I will perform much better than if pulled into an impromptu
negotiation situation. So I do believe the supposition that high personal performance aspirations (in my
case strengthened and solidified by preparedness) tend to diminish the impact of the Big 5 personality
factors such that they have little impact on the outcome of negotiations when there is strong presence of
focus on personal performance aspirations (Lewicki, Barry, and Saunders, 2006).
Reference:
Negotiation, 5e - ISBN: 0072973072 Author: Roy J. Lewicki, David M. Saunders, Bruce Barry copyright ©
2006 The McGraw-Hill Companies

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