The Influence Of Personality On Negotiations

There are many factors that influence the process of negotiations. Some of them are emotional intelligence of the people involved, communication abilities, trust and relationships, amount of people (parties) involved, cross-cultural nature of negotiations as well as the personalities of those involved. Personality traits of negotiators can make the negotiation process either more productive or less productive. Individuals' traits are stable and permanent features that lead negotiators to respond to events in specific ways. Negotiators who are aware of their own personality qualities can alter the strategies and tactics that their personalities lead them to use; negotiators who are excellent observers of others' personality traits know what to expect and can make strategic adjustments when dealing with others.