In Negotiation, How Much Does Personality Matter?

What we know about how the “Big 5” personality traits influence our negotiation performance.

By on

Article Excerpt

We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches?

Before we explore this topic, please answer “True” or “False” in response to the following questions:

1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable negotiators generally are more successful

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

If you’re a Negotiation Briefings subscriber, login to read it now.

IN THIS ISSUE
WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.

Download the NEW Negotiation Briefings Special Report, “Salary Negotiations,” by visiting www.pon.harvard.edu/free-reports

Login

This setting should only be used on your home or work computer.

Lost your password? Create a new password of your choice.