The Impact of the Negotiator’s Personality on the Negotiation process and Outcome Submitted By

Abstract

This research examines the effect a negotiator's personality has on the negotiation process and outcome.Negotiation directly influences an organization's profit. An organization's profitability would increase if its buyers buy cost effectively and its sales team sells with a high profit margin. Hence, it is essential to hire the right people and to invest in an effective training; otherwise, the organization would suffer from losses. Therefore, it is of utmost importance to find out how the personality of a negotiator would affect the negotiation process and outcome. This will help them choose the right candidates. It will also help them choose the right training for them and will minimize waste of investment. Many studies have been conducted in in this field. What other authors have written hasThe Impact of the Negotiator's Personality on the Negotiation process ...