Personality and Negotiation

Alice F. Stuhlmacher and Christopher K. Adair

Chapter 10 in Negotiation Excellence:Successful Deal Making, 2014, pp 173-189 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Omnicorp Technologies has scheduled its annual strategy and budgeting retreat. Once a year the organization's directors convene for discussion of resources and strategic planning. This is a time for negotiating — for the organization, for one's department, or sometimes for one's own self interests. The attendees have very different approaches to the negotiations. Amy is confident in her ability to gain more staff and office space and is persistent in voicing her requests. During breaks, Juan indirectly gathers information on what others think of his new proposal for a joint venture so he can modify his “pitch.” Evelyn deceptively overstates some market data to bolster her case for increased research funding. Jae-Hwa spends time talking with various groups and discussing how to help them get the resources they need. William mainly hopes that everyone leaves the meeting on friendly terms and that they are willing to cooperate in the future. Each director has very different perspectives that are not necessarily compatible…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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