Personality
TEACHER: I will start this module by a confession. I have the impression that you teach, is very difficult negotiations. I feel a little concerned about how best to proceed.
STUDENT: Yes, I understand. This is his reach to a rather difficult topic, but I will do my best to cooperate with your efforts to teaching.
TEACHER: Very good. The point of my speech was to get a reaction from you, and you are by nature (personality) of an employee or a competitor. Your response indicates that your motivation is a focus of being a collaborator. A competitor would tell me my comments a bit on the track “Now have responded, this is your problem, not mine. I am a good student. Perhaps you are not so good, I am a teacher a good student.
STUDENT: So it was a trap. OK, I have the point. They tell me that all people have a fundamental orientation of the motivation, competitors or employees.
PROFESSOR: Yes, but this is a generalization to the two extremes defined. Real people are a mixture of both orientations, but usually each individual has a natural tendency to one of these two extremes.
And now we begin our discussion on the role of personality in the negotiations. Allow me a truism that the negotiators people express, and people have different personalities. It is therefore reasonable to conclude that the personality of trade will conduct and thus the results of the negotiation process.
As shown by your response to my statement at the beginning of this meeting, your personality traits assessed, given in a form given stimuli respond. She responded in a way, was of course for you. It is reasonable to assume that the same way every time you respond in a similar situation.
STUDENTS: You tell me that I am very predictable. Is that good or bad in the negotiations?
TEACHER: The question is not whether it is good or bad. The point is, if a negotiator can learn to “manage” to respond to his personality in the most convenient way. Ideally, the negotiators need to situations on an assessment of what cool response basis, is the best answer does not automatically depending on what comes naturally.
Personality can be defined as a set of features. The most important work that the different styles of personality describes negotiators, the book by Rubin and Brown, “The social psychology of bargaining and negotiation”.
We are connected with the classification of people with the course of the negotiations continue.
As we have already seen,
In the aspect of motivation orientation (MO), we have divided into two categories:
Co * or
Competitors *
Now let me add that in relation to interpersonal orientation (IO), people can be classified according to the degree of social consciousness and social performance. The IO more than one person, the more that person will be sensitive about its relationship with other negotiators. We define the extremes
* Accommodation (high IO), or
* Avoidance (IO low)
STUDENTS: style of personality that is most successful in the negotiations?
The Master: There is no single answer to this question. Anthropologists say that the key to the survival of the human species, our ability to adapt. This does not mean that each individual is adaptable. The species is adaptable, because people have very different properties, and some will adapt to almost any change to the environment, thus ensuring the survival of the species.
» Read more: The People Factor in Negotiations