What's your personality?
In business, especially in business negotiations, you are always dealing with people: their personalities, their needs and their opinions. Business decisions are sometimes influenced by personal issues and not solely by business strategy and the bottom line.
On this blog we’ve discussed issues like motivation, behavior and traits of a good negotiator because it is important to be aware that personality and personal needs come into play at the negotiating table.
Personality affects issue such as aspiration and goals. Chester L. Karrass, in his book The Negotiating Game, identifies the relationship between personality and aspiration levels. He tells us that someone that is achievement oriented, who believe that hard work pays off, has a high aspiration level. And in negotiations, those who have a high aspiration level reach higher goals.
Dr. Karrass recommends paying serious attention to the personalities of people on your negotiating team. His research found that personality factors are extremely important in effective negotiating.
Personality is defined as the essential character of a person. Usually we can find a group of traits that define a personality type. For example, in this article (http://www.streetdirectory.com/travel_guide/191402/communications/how_to_communicate_to_the_four_main_personality_types.html) Lee Hopkins classifies four general business types:
Extrovert
Amiable
Pragmatic
Analytical
He then suggests tailoring your message so that you can communicate effectively with each person. Clearly, personality influences how you understand and how you communicate.
There are tests designed to discover your personality type. A very popular test is the Myers-Briggs, which classifies personalities into sixteen distinct types.
Figuring out your personality, the personalities of those on your negotiating team and the personalities of those sitting opposite you on the negotiating table will be very valuable.
Do you prefer to negotiate with certain personalities? How does it influence the outcome of a negotiation?
On this blog we’ve discussed issues like motivation, behavior and traits of a good negotiator because it is important to be aware that personality and personal needs come into play at the negotiating table.
Personality affects issue such as aspiration and goals. Chester L. Karrass, in his book The Negotiating Game, identifies the relationship between personality and aspiration levels. He tells us that someone that is achievement oriented, who believe that hard work pays off, has a high aspiration level. And in negotiations, those who have a high aspiration level reach higher goals.
Dr. Karrass recommends paying serious attention to the personalities of people on your negotiating team. His research found that personality factors are extremely important in effective negotiating.
Personality is defined as the essential character of a person. Usually we can find a group of traits that define a personality type. For example, in this article (http://www.streetdirectory.com/travel_guide/191402/communications/how_to_communicate_to_the_four_main_personality_types.html) Lee Hopkins classifies four general business types:
Extrovert
Amiable
Pragmatic
Analytical
He then suggests tailoring your message so that you can communicate effectively with each person. Clearly, personality influences how you understand and how you communicate.
There are tests designed to discover your personality type. A very popular test is the Myers-Briggs, which classifies personalities into sixteen distinct types.
Figuring out your personality, the personalities of those on your negotiating team and the personalities of those sitting opposite you on the negotiating table will be very valuable.
Do you prefer to negotiate with certain personalities? How does it influence the outcome of a negotiation?
Labels: Career Advancement
posted by Karrass at
11:15 AM
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