MGT 445 Week 1 DQ 2
MGT 445 Week 1 DQ 2
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This 0 page Study Guide was uploaded by Experthelper Notetaker on Thursday November 12, 2015. The Study Guide belongs to a course at a university taught by a professor in Fall. Since its upload, it has received 14 views.
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Date Created: 11/12/15
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 winwin 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 winlose negotiators and do not accept this In uence 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 con ict they are amiable patient and relaxed unemotional during negotiations slow to make a decision and will look for a longterm 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 identi ed literally thousands of personality traits and dimensions that differentiate one person from another But in recent years researchers have identi ed ve fundamental traits that are very relevant to the organizations These traits are now commonly called as The Big Five Personality Factors 0 Originality openness imagination C Consolidation conscientiousness will to achieve goaloriented 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 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 solidi ed 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 RoyJ Lewicki David M Saunders Bruce Barry copyright 2006 The McGrawHill Companies
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