MGRL-3105 Chapter Notes - Chapter 5: Attachment Theory, Conscientiousness, Neuroticism
4 Feb 2020
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Implicit theories--beliefs held by people about personality: many negotiators seem to lack self-awareness (no correlation between what negotiators say style is and what actually is) Line-crossing illusion--refers to the fact that negotiators believe they are coming on too strong but they are actually not (one reason for this illusion is that counterparties often feign insult/discomfort) Acoustic and visual cues: used to predict behavior of counterparty to a proposal, best predictor was head tilt (above 55%) Big 5 personality traits: openness to experience, conscientiousness, extraversion, agreeableness, neuroticism. [4 of these, all except conscientiousness, affect strategies that negotiators use as well as gains] Important to consider both negotiators" personalities when predicting behavior and outcomes: when both negotiators similar of 2 of the big 5, they reach agreements faster. Psychopathic personality traits: absence of conscience, remorse, or scruples, tend to have more competitive worldview.
