The Relevance of Personality Traits for Negotiation
The most established model in personality psychology today is the « Big 5« , also known as the « OCEAN model« . Its acronym refers to the 5 personality traits present in everyone to varying degrees.
How are they relevant to the negotiator and when does the strength become a weakness?
Those with an important Openness to experience, and who are therefore naturally creative, will find it easier to come up with ideas to « make the pie bigger » – a prerequisite for win-win agreements. Moreover, they tend to find their BATNAs more easily during the preparation phase and to be good improvisers during the negotiation itself. However, they run the risk of spreading themselves too thin and losing sight of the objectives they set themselves in advance!
Full article (here)
By Philippe Gruca
Negotiation Consultant