{"id":12081,"date":"2024-04-23T07:47:00","date_gmt":"2024-04-23T12:47:00","guid":{"rendered":"https:\/\/therealdaily.com\/?p=12081"},"modified":"2024-04-23T14:14:48","modified_gmt":"2024-04-23T19:14:48","slug":"negotiation-personality","status":"publish","type":"post","link":"https:\/\/theamericangenius.com\/housing\/real-estate-brokers\/negotiation-personality\/","title":{"rendered":"Negotiation necessities: Do you possess the personality traits?"},"content":{"rendered":"

The literature on negotiation often points to blunders and potentially sabotaging opportunities. Ultimately, negotiation is a skill<\/a> built through practice and learning, but there is a fair amount of evidence suggesting that our individual differences in personality can impact our negotiation skills.<\/p>\n

It\u2019s important to remember, however, that personality merely interacts with other key predictors \u2013 like beliefs about negotiation, your conflict style, cognitive ability, and observable characteristics like attractiveness, age, and gender. Situational characteristics, like whether the bargaining is distributive vs. integrative, also determine which personality factors are either helpful or a liability.<\/p>\n

Five factors<\/strong><\/p>\n

In the Five Factor Model, particular attention is given to the role of extraversion, agreeableness, and conscientiousness. Extraversion refers to the degree to which someone is outgoing, socially energetic, and talkative. Agreeableness is a personality trait that is shown in characteristics like warm, kind, sympathetic, cooperative, and considerate.<\/p>\n

Finally, conscientiousness is a trait of carefulness, characterized by self-discipline, or planned behavior.<\/p><\/blockquote>\n

For distributive bargaining, which is often more competitive, both agreeableness and extraversion could be a liability to bargaining success. A fourth factor, neuroticism, can lead to ineffective negotiation strategies and can make you feel less successful with a bargain even if it ends in your favor.<\/p>\n

Self-monitoring, or the tendency to examine your own behaviors and the impact it has on others, can also be an asset in negotiation, as those who are self-absorbed or unable to determine their impact on others are likely to fumble and fail to address social cues, negative feedback, or build a relationship \u2013 all of which hinder negotiation.<\/p>\n

Overly narcissistic or Machiavellianism in personality could be detrimental in negotiations \u2013 as people find themselves unable to negotiate with you because you can\u2019t be trusted or are too focused on your own interests. (Dark Triad personality traits include Narcissism, Psychopathy, and Machiavellianism. You can find a little primer and some controversial information here<\/a>.)<\/p>\n

More than one factor<\/strong><\/p>\n

While personality can help determine what we may do \u2013 it\u2019s not the only thing that controls our behavior. You should leverage your emotional intelligence and your existing knowledge, skills, and abilities to help determine what the best approach is. Here are things to consider when deciding how to leverage your personality for successful negotiations:<\/p>\n