To understand the effect personality has on negotiation one must first understand what personality is. According to Berens and Nardi, personality is both inborn and conditioned by the environment (1999). An individual’s personality consists of layers that build from the inside out. The core self exists from the day a person is born. The core self begins in a person’s DNA and defines ones predisposition to behave certain ways. The core tendencies one possesses can influence how one adapts, grows, and develops. This developed self is influenced by ones choices, interactions, and roles. The final layer of one’s personality is called the contextual self. This layer of one’s personality describes how one behaves in a given situation. Considering the interrelated layers that form an individual’s personality one can see that there are key components of personality that can affect a negotiators interaction (Budjac Corvette, 2007). Emotional stability, conscientiousness, locus of control, competitiveness, and se...
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...ming alliances and exposing bad behaviors a viable tactic for attaining juror number eights goal for the negotiation.
Berens, L. V. & Nardi, D. (1999). The sixteen personality types: Descriptions for self-discovery. Huntington Beach, CA: Telos Publications.
Budjac Corvette, B. A. (2007). Conflict management: A practical guide to developing negotiation strategies. Upper Saddle River, New Jersey: Pearson Education.
Flouri, E. & Fitsakis, Y. (October, 2007). Minority matters: 12 angry men as a case study of a successful negotiation against the odds. Negotiation Journal. doi: 10.1111/j.1571-9979.2007.00156.x
Johnson, R. A. (1993). Negotiation basics: Concepts, skills, and experiences. Newbury Park, CA. Sage Productions.
Fonda, H. & Rose, R. (Producers), & Lumet, S. (Director). (1957). Twelve angry men (Motion picture). United States: MGM Studios.
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