January 22nd, 2023
Researchers at the Harvard Law School Program on Negotiations presented an article on Individual Differences in Negotiation – and How They Affect Results. This article shares with you highlights from that article and offers additional insights to help you with your own negotiations. As presented in a blog on December 19, 2022 entitled, Conflict and dispute resolution in cross cultural negotiations, differences between nations, regions, geography, culture, profession, and class are areas to be sensitive to in negotiations. Research at the University of Washington found that individual personality differences accounted for 49% of variance in negotiators’ performance and satisfaction. This was a major finding. That study looked at personality differences; cognitive, emotional, and creativity differences; and motivational differences. This article introduces these concepts and goes a bit deeper.