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Insecure.
Emotional Stability
This can be conversely associated with being anxious, depressed, worried and
broad-minded.
Openness to experience
A person with this dispositional trait IS imaginative, CurIOUS, original, and
According to Barry and Friedman (1998:346) the above characteristics have to
do with affective, experiential, motivational and interpersonal states and have been used
in predicting job performance, especially conscientiousness and extraversion, where
social and group interaction are concerned. With regard to bargaining processes and
outcomes Barry and Friedman (1998) feel Extraversion, Conscientiousness and
Agreeableness
are the most relevant depending on whether the negotiation is
distributive or integrative.
PERSONALITY EFFECTS IN DISTRIBUTIVE OR HARD BARGAINING
Distributive bargaining takes place when there are "resources (that are) to be
allocated among negotiating parties. The one party puts his interests above those of the
other party as in the case of a seller who wants the best price for his used car, for
example, while the buyer wants to pay the lowest price. The negotiator always has a
bottom line or resistance point beyond which he will not go. This is a very competitive
situation and the other participant is seen as an adversary. According to Fisher, Dry and
Patton (1981) in their book Getting to Yes the gains are one-sided and tricks and
pressure are applied in order to come out the winner. The negotiator can also insist on
negotiating on his home ground and try to have more negotiators than the other side.
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