Understanding Yourself and How That Impacts Negotiation

Uniqueness dimensions

Personality attributes

Locus of control

Externals

Tend to view fate or luck rather than personal effort

Internals

They believe they have control over their actions

Self-monitoring

Tendency to adjust our behavior relative to the changing demands of social situations

Data-gathering/thinking preferences

Temperament Sorter four temperaments

Artisans

They prefer jobs where they can troubleshoot

Guardians

They prefer jobs that demand responsibility

Rationals

They enjoy jobs that demand a high level of expertise and high standards in competence

Idealists

They enjoy jobs that allow them to support and encourage others

Decision-making/doing preferences

Utilitarians (Rationals and Artisans)

Concerned with with logic and structure and tend to ignore feelings and neglect relationship building

Cooperatives (Idealists and Guardians)

Focus on harmony and values, often giving into the others' wishes to keep the peace

Gender

Women

They may have the edge in integrative negotiations focusing on building long-term collaborative relationships among negotiators

Men

They may have the edge in distributive negotiations, and may be seen as too competitive and unsympathetic to build collaborative relationships

Communication style

Passive

Indirect, to avoid conflict, be easily persuaded/bullied, and be overly concerned about pleasing other

Aggressive

Exerting control over others, humiliating others, dominating, being pushy, always needing to be right, using absolute terms, and blaming others

Assertive

Fairness, directness, honesty, tact, and sensitivity, and involves speaking up for your rights and taking into account the rights and feelings of others