We found a match
Your institution may have access to this item. Find your institution then sign in to continue.
- Title
The Role of Personality in Successful Negotiating.
- Authors
Gilkey, Roderick W.; Greenhalgh, Leonard
- Abstract
The article discusses the traits of negotiators and their role in successful negotiations. It states that negotiators should be aware of their traits, and endurances and should be ready to modify according to situations. It mentions that negotiators should have the quality of keenly observing others' personality characteristics and make strategic adjustments in dealing them. It mentions that clinical researches has showed that underlying dynamics of personality influenced negotiating styles.
- Subjects
MEDIATORS (Persons); ACCOUNTABILITY of mediators; MEDIATION &; conciliation services; ARBITRATORS; PERSONALITY
- Publication
Negotiation Journal, 1986, Vol 2, Issue 3, p245
- ISSN
0748-4526
- Publication type
Article
- DOI
10.1111/j.1571-9979.1986.tb00362.x