NCJ Number
107531
Journal
Negotiation Journal Volume: 2 Issue: 3 Dated: (July 1986) Pages: 245-256
Date Published
1986
Length
12 pages
Annotation
Negotiators should be aware of how individuals personalities differ and how such differences affect negotiating behavior, because conflict situations trigger the participants' characteristic styles of dealing with conflict.
Abstract
Negotiators also need to recognize their own tendencies and make adjustments in their negotiating behavior if these tendencies prove to be more of an impediment than a help. The Amos Tuck School of Business Administration at Dartmouth College has been developing a course in power and negotiation. It includes a personality appraisal program to give students specific feedback concerning their personality traits and how these affect negotiating performance. A detailed personality assessment involved 5 hours of data collection to produce a detailed profile of each individual. Students identify their own strengths, learn approaches to use these strengths, and become aware of areas to work on. The program has now been adapted for use in executive programs that specialize in negotiation. A more general career assessment and feedback program has also been developed for entering MBA students at Tuck. Case examples of students' experiences with the program and appended summaries of the nine tests used are included. 7 references.