personality traits in negotiation

The following items are tagged personality traits in negotiation:

Individual Differences in Negotiation—and How They Affect Results

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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