In the many daily negotiations, women and men have different personality traits that you might think they don’t work in specific negotiations.
The chance that some display certain traits when the opposite are needed in the meeting might raise concerns for the final goals. Then, the interests of the meetings to conclude lean towards the effects of the personality traits in negotiations.
In this article about personality traits in negotiations, various persons can take part in meetings that lead to agreements. It’s not about only men or only women, as the traits apply to both.
What are the personality traits in negotiations?
There is no perfect mix of personality traits in negotiations that will work in any situation. Both traits have advantages and disadvantages. Most of the time, an extroverted salesperson usually does not mind rejection, and they build strong habits to successfully survive the various criticisms of customers. They display their extroverted side, especially when trying to get orders!
On the other hand, a salesperson who is involved in a wear and tear game that lasts for several months, for example buying natural gas from Norway, must adopt a more subtle, inductive style. You have to consider two other influences of the meetings.
Those which refer to important aspects of personality traits in negotiations.
Influences in the meetings
1. Make the relationship work
if the other party is an extrovert by nature, who will fill your time with a lot of words, you will be in competition for the talk time. If this situation is perpetuated, it can lead to increased frustration. It leads to an awkward situation when the parties speak at the same time and they could get into a conflict.
If two negotiators engage different styles and the parties found themselves at the strong extrovert side, you could reach the situation in which the countless questions of one party meet even more questions from the other side.
In practice, the way to do it tends to be a mixture of the personality traits in negotiations with numerous exchanges from one to another. A seasoned negotiator will start to develop habits that would require both types of people to participate, depending on the other party’s attitude. And you’ll kearn Why The Business World Needs Both Extroverts And Introverts
2. General cultural influences
in the last decade, have the introverts or the extroverts prevailed in Canada, the USA, or Great Britain adopted inductive thinking. It is a method of reasoning where the observations and experiences of one party are collected and synthesized to get the conclusion of the truth. In the UK the inductive reasoning trend can be attributed to the political neutralization of aggressive influences in the field of industrial relations.
increasing the level of understanding of the importance of meeting the needs of others is an effect of the school of human relations on the theory of management.
Who is your other party?
Knowing something about the other party before starting discussions is an advantage. So, a preliminary meeting with the other party can help you predict possible points of support for the arguments that will lead you to success in the next round of discussions.
Let’s address some of the vital points that can be applied in a debate
Fundamental points in agreement meetings
All negotiations take place against the background of the existence of needs. With no needs, when one lacks the motivation for a meeting. In order to prepare for a meeting, it is useful to take the needs of the other party as seriously as possible. These can lead to a “secret agenda” that will help you choose a negotiation strategy. It could be based on the two main personality traits in negotiations.
The existence of needs makes us live, work, and evolve in the modern industrialized environment.
Start with the basic needs of air, water, and food.
Then, humans have needs for a secure, safe life as in heat and housing, going to the socialization needs, others related to the social condition, and at the top, you’d find the self-realization needs.
Desire to survive
At a large scale, this theory is based on the fact that we all have the desire to survive. The needs for a secure, safe life and socialization can be met by earning money, but the last two are higher motivations that are not normally met by cash. Not all people get to meet their higher needs.
Spot the other party’s weaknesses
For example, the other party may have a weakness for good food and may become more malleable after a good meal. You can find that by identifying them with the business you run, that they may be like the salespersons that go up in the company hierarchy, or they will get important employment perks.
The industrial relations negotiator can give a small extra bonus at the end to allow the other party to feel triumphant. This happens in a trade union federation, when it comes time to re-elect representatives or as the management of a company plans to reorganize staff.
Where do you meet with the other party?
At first glance, this is a matter of common sense. Sales representatives will say it seems normal for them to visit buyers, and management representatives will expect the meetings to be held in the company’s boardroom.
However, the meeting place can matter a lot in terms of comfort. Some people seem to be able to feel comfortable in any field and at the same time to be confident in business meetings. Personality traits in negotiations influence how others are intimidated by the thought of negotiating on the other party’s territory.
Benefits of the places of your meeting
So if you meet in your home turf or away you can it be to your advantage or that of the other party’s?
In your home turf, this is more how you’ll likely feel that you:
– are more in control of the situation
– control interruptions
– direct the decisions
– get support, if needed
– can choose the office, the place that suits you
– you have an edge if the other party is late
And if you meet at the other party’s place, contrary to your belief, there are some benefits:
– you have the opportunity to evaluate the other party’s work
– the other party can take into account the fact that you are not in your home turf
– you can put pressure on the other party by suggesting that his bosses get involved in resolving deadlocks
Another option is to choose a “neutral” place where parties with mixed personality traits meet. But even in this situation, hidden advantages can appear. The lobby of a hotel may seem like a euphoric place until you discover that the other party is a loyal customer and knows personally the hotel manager and the restaurant manager, the porter, the bartender, and the waitresses. Such things can make a strong impression and that is the intention!
Does all this matter for the meeting? Maybe.
Crucial information in a trusted environment
Finally, if you depend on the party who holds crucial information that will make the basis of the negotiated agreement. Used it to the advantage of both parties, tt could further build trust between the parties.
Would you not trust someone who enjoys so much credibility in a sophisticated environment? But it could go both ways, for the benefits of all. The trust is established from the start of the meetings, continue, build up while including a mix of personality traits in negotiations.