Ch 2

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation StrategiesBy Barbara A. Budjac Corvette

Chapter 2Chapter 2PersonalityPersonality



PersonalityPersonality

Personality is the dynamic, Personality is the dynamic, developing system of an individual’s developing system of an individual’s distinctive emotional, cognitive, distinctive emotional, cognitive, and spiritual attributes.and spiritual attributes.



Know YourselfKnow Yourself

Negotiation is interaction.Negotiation is interaction. Tough to separate the people Tough to separate the people from the interaction.from the interaction.

We must become aware of our We must become aware of our behavior, preferences, and behavior, preferences, and mannerisms.mannerisms.

We must become aware of how we We must become aware of how we are perceived.are perceived.



Key Facets of Key Facets of PersonalityPersonality

Emotional stability describes your behavior under Emotional stability describes your behavior under distress.distress.

Conscientiousness describes your organization and Conscientiousness describes your organization and perseverance.perseverance.

Locus of control describes the degree to which you take Locus of control describes the degree to which you take blame or responsibility.blame or responsibility.

Self-monitoring describes your adaptability.Self-monitoring describes your adaptability. Competitiveness describes the degree of your Competitiveness describes the degree of your

competitiveness with others.competitiveness with others. Type A versus B describes your time urgency, intensity, Type A versus B describes your time urgency, intensity,

and goal focus.and goal focus. Need for achievement, power, and/or affiliation are to be Need for achievement, power, and/or affiliation are to be

assessed relative to each other.assessed relative to each other. Machiavellianism describes your willingness to place ends Machiavellianism describes your willingness to place ends

over means.over means. Four Jungian personality preferences describe additional Four Jungian personality preferences describe additional

facets.facets. Learning style is affected by personality.Learning style is affected by personality.



Jungian PreferencesJungian Preferences

Carl Jung 1968Carl Jung 1968 Extroversion versus Extroversion versus introversionintroversion

Sensing versus intuitingSensing versus intuiting Thinking versus feelingThinking versus feeling Judging versus perceivingJudging versus perceiving



Jungian PreferencesJungian Preferences

Extroversion and Introversion Extroversion and Introversion describe your personal source describe your personal source of energy.of energy.

Outgoingness does not Outgoingness does not necessarily equal extroversion.necessarily equal extroversion.

Extroversion and Introversion Extroversion and Introversion are different from external are different from external actions.actions.



Extroversion/Extroversion/IntroversionIntroversion

Extroverts draw energy from Extroverts draw energy from external sources.external sources.

Introverts draw energy from Introverts draw energy from internal sources.internal sources.

Extroverts tend toward external Extroverts tend toward external views or perspectives.views or perspectives.

Introverts tend toward internal Introverts tend toward internal views or perspectives.views or perspectives.



Sensing/IntuitingSensing/Intuiting

This preference describes your dominant This preference describes your dominant way of taking in information.way of taking in information.

• Sensors prefer tangible, concrete, Sensors prefer tangible, concrete, observable, and objective stimuli.observable, and objective stimuli.

• Sensors prefer facts and details.Sensors prefer facts and details.• Intuitors prefer intangible and Intuitors prefer intangible and conceptual stimuli and seek meaning and conceptual stimuli and seek meaning and relationship of thoughts.relationship of thoughts.

• Intuitors prefer theories and Intuitors prefer theories and generality.generality.



Thinking/FeelingThinking/Feeling

Two different ways of thinking—both Two different ways of thinking—both are rational processes—cognitive are rational processes—cognitive processes.processes.

• Thinkers prefer thinking in ways that Thinkers prefer thinking in ways that are detached and critical.are detached and critical.

• Feelers prefer thinking in ways that Feelers prefer thinking in ways that are involved and empathetic.are involved and empathetic.

• These cognitive processes are used in These cognitive processes are used in making decisions.making decisions.



Judging/PerceivingJudging/Perceiving

This preference describes a person’s This preference describes a person’s preferred way of organizing and preferred way of organizing and interacting with the outside world.interacting with the outside world.

• Judgers prefer planning, structure, Judgers prefer planning, structure, and control.and control.

• Perceivers prefer spontaneity, Perceivers prefer spontaneity, preserving options, and flexibility.preserving options, and flexibility.



Learning StylesLearning Styles

Accommodators learn by doing.Accommodators learn by doing. Divergers learn by seeking Divergers learn by seeking meaning.meaning.

Convergers learn by Convergers learn by conceptualizing and applying.conceptualizing and applying.

Assimilators learn by Assimilators learn by reflection and integration.reflection and integration.



Right Versus LeftRight Versus Left

The right side of the brain The right side of the brain controls analogous reasoning, controls analogous reasoning, non-linguistic hearing, spatial non-linguistic hearing, spatial perception, creativity, and perception, creativity, and emotions.emotions.

The left side of the brain The left side of the brain controls logic, language, math, controls logic, language, math, and detail.and detail.



You Know CHARISMA When You See You Know CHARISMA When You See It!!It!!



Emotional IntelligenceEmotional Intelligence

What you need to be an What you need to be an effective negotiator!effective negotiator!

What you will learn in this What you will learn in this course!course!

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Ch 2