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personality and negotiation

The following items are tagged personality and negotiation:

Individual Differences in Negotiation—and How They Affect Results

Posted by & filed under Business Negotiations.

Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In one study, Washington University professor Hillary Anger Elfenbein and her colleagues found evidence that individual differences, including personality, accounted for an impressive 49% of the variance in negotiators’ … Read More