IRE472H1 Chapter Notes - Chapter 5: Conscientiousness, Big Five Personality Traits, Machiavellianism
23 Nov 2020
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Ire472 chapter 5: individual differences: know yourself and your counterpart. Can link some individual differences to liabilities or disadvantages for the negotiator that can be mitigated by self-awareness, sensitivity to the circumstances, preparation, and concerted effort. Negotiator"s knowledge of the benefits and drawbacks of relevant individual differences can help the negotiator diagnose their counterpart"s talents, tendencies, and limits and adjust strategy and tactics accordingly to improve communication and co-operation in the negotiation. Women more likely to perceive conflict episodes in relationship terms, whereas men more likely to perceive task characteristics of conflict episodes. Gender differences most evident when negotiation is portrayed as a competition rather than a collaborative effort. Men more likely than women to intentionally use information that helps their own position but harms another"s position in a competitive negotiation context. In collaborative negotiation context, this gender difference disappeared.
