Personality Style Considerations in Effective Negotiation

Author(s):

James L. Patterson, Ph.D., C.P.M.
James L. Patterson, Ph.D., C.P.M., Associate Professor of Management, Western Illinois University – Quad Cities, 3561-60th Street, Moline, IL 61265-5881 U.S.A.

87th Annual International Conference Proceedings - 2002 - San Francisco, CA
Abstract

Most buyers and supply managers have been trained in the processes and mechanics of commercial negotiation and have had a significant experience in applying the tools and techniques that they have been taught. However, most commercial negotiators (buyers and suppliers alike) have not been sufficiently trained to identify and take advantage of the innate personality characteristics and tendencies that all humans have. This session will provide insight as to how the different personality styles of negotiators can affect the outcomes and process of a negotiation. Several simple models are discussed that can be used to predict and identify the different personality traits and related negotiating styles for more effective negotiation preparation and execution.

Personality Style Considerations in Effective Negotiation — 37 KB (PDF)