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How your personality type affects your negotiation style

It is important to leverage our personality traits depending on the bargaining situation that we are in.

By Anisa Purbasari Horton
“The perception is that negotiators are born and not made. People think that it’s about negotiating quickly on your feet. That’s not real negotiation. Really good negotiation is boring to watch, [because] lot of it is dependent on preparation.”

Seth Freeman conflict and negotiation expert and a professor at NYU Stern School of Business.

Highlights

The 'win-win' or 'collaborative' approach is favored by individuals high in openness to experience, and agreeableness.
A 'win-win' approach however, isn't always the most effective way to negotiate.
A competing approach or a compromising approach are most effective when time is of the essence and the outcome is not so important.
Irrespective of personality type, three factors are of utmost importance in any negotiation: credibility, preparation and listening.
In negotiations it is also important to appear impartial.
Perception plays a vital role in negotiations and with adequate prepartion it is possible to be perceived a good negotiator.