Although there are hundreds of books about how to negotiate more effectively, the advice they offer is often difficult to apply, for three reasons. First, there are just too many contextual specificities underpinning each negotiation, such that one size does not fit all. Second, the effectiveness of each strategy is partly dependent on the personal background of the negotiators — who they are, what they want, and how they connect. Third, many of the factors determining the outcome of negotiations are more emotional than rational, which requires a deep psychological understanding of the people involved.
The Personality Traits of Good Negotiators
Personality research provides valuable lessons in predicting an individual’s ability to negotiate effectively. Some traits are clearly indicative of good negotiation potential, while others are more of a handicap. Among the traits that improve individuals’ negotiation abilities, emotional intelligence (EQ) is in a league of its own. People with higher EQ are more likely to induce positive mood states in their negotiation counterparts and leave them more satisfied with the outcome of the negotiation. Another trait that has shown a strong association with negotiation potential is cognitive ability. And even stronger is self-monitoring, defined as the tendency to monitor one’s behaviors and the impressions we make on others. Which traits are problematic when it comes to negotiating? Neuroticism has been linked to an excessive tendency to bargain, complain, and antagonize counterparts. Machiavellianism, a dark-side personality trait associated with a tendency to manipulate and exploit others, is also associated with poor negotiation outcomes. Being aware of your personality will enable you to leverage your natural style and improve your negotiation skills.