PR 605 Lecture Notes - Lecture 79: Negotiation

• School: Ball State University
• Department: Public Relations
• Course: PR 605
• Professor: Ingrid Cummings

Document Summary

You can sort of predict an opponent"s negotiating tactics if you know something their personality because negotiation outcomes and personality are weakly related. Most research has focused on the big five trait of agreeableness because agreeable people are: Especially with distributive negotiations, these characteristics can make agreeable people easy prey in negotiations. Overall agreeableness is not strongly related to the outcomes of negotiation. The degree that agreeableness and personality affects negotiation outcomes depends on the situation. The level of importance of being extraverted in negotiations depends on how the other side reacts to an individual that is assertive and enthusiastic. The tendency to be cooperative and compliant. The tendency to be warm and empathetic. The former is seen as a hindrance to negotiating favorable outcomes, while the latter assists in favorable negotiation outcomes. Empathy is one"s ability to take another person"s perspective and gain insight into and an understanding of that person.