Open AccessNegotiation and Negotiating Behaviours: The Role of Personality Variables
Author(s) -
Rasaq Kayode Awosola,
Austin Thomas Aghemelo
Publication year - 2021
Publication title -
scholedge international journal of management and development
Language(s) - English
Resource type - Journals
ISSN - 2394-3378
DOI - 10.19085/sijmd071101
Subject(s) - negotiation , personality , negotiation theory , social psychology , phenomenon , process (computing) , perception , psychology , public relations , political science , sociology , epistemology , computer science , law , philosophy , neuroscience , operating system
This paper examined the concept of negotiation and types of negotiation, namely distributive and integrative. It pondered on why people fail to keep to negotiation rules. Thomas Hobbes state of nature and Machiavelli’s concept of the human relationship used to explain this phenomenon. Furthermore, the article argues that this disposition is a consequence of people’s perception of negotiation as a game where one party’s gain is the other party’s loss. The significance of game theory in the negotiation is therefore emphasised. Personality factors were considered important in the negotiation process. The impact of the big-five personality on the negotiation situation was highlighted. Unethical practices could make the negotiation process difficult, thereby affecting the quality of decision reached during negotiation. The study concludes by suggesting some ways of succeeding in negotiation.