Q & A Table of Contents
How does personal characteristics or attitudes affect negotiation?
From: Fahad, Kuwait City, Kuwait
Question: How does personal characteristics or attitudes affect negotiation?
Response: Without trying to oversimplify it can be said that personality and attitude are extremely significant in negotiation — to some people. To others, those two issues might be less significant. An old friend of mine said, “Don’t get hung up on style.” Frankly I think he was wrong. The way an individual behaves in negotiation is bound to have an impact on the people with whom he or she negotiates. But even if someone says or does something I find distasteful or offensive, I have to determine whether he or she can help me serve my interest — and thus decide whether getting ‘hung up on style’ is as important as reaching a conclusion that I find favorable.
Good luck,
Steve
| 
