“negotiations are about a relationship. And like a relationship, they work best when both parties approach it the same way…”If you’re a jerk and I’m a jerk, then it might seem like we’ll never get anywhere in negotiations, but it’s actually more useful to put two similarly minded people together,”
They found that while one person’s personality could not predict outcomes, the combination of both personalities led to consistent results. Negotiations between individuals with similar scores on agreeableness and extroversion tended to go more smoothly, finish more quickly and leave both parties with better impressions of the other than negotiations between dissimilar individuals, Matta said. Researchers attributed the results to more positive emotional displays, which occur when both negotiators have similar personalities.
“The takeaway when entering negotiations is to consider both parties’ personalities and how they might mesh, instead of just deciding to send in a really well-liked and agreeable person,” Matta said. “It’s the combination of the two people that will determine how well the negotiations proceed.”