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Management
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English (U.S.)
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Topic:

Personality and Communication Style and Their Influence in Negotiations

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How much do you know about your own personality and communication style, and how can this influence your participation in negotiations? Please take a few minutes to complete the free abbreviated Myers-Briggs personality test (using the link below – do this first!), then watch the video lecture about personality and negotiating. Take some notes, and then reflect upon that information to complete your assignment.
Here’s the free personality test: https://www(dot)16personalities(dot)com/free-personality-test
Here’s the video lecture: https://youtu(dot)be/nn4URf7qbFM
What were the results of your personality test, including your letters? Summarize each category of the results clearly. (It is suggested that you further research your Myers-Briggs type to better understand the letters.)
How can your result affect your experience as a negotiator? Be as specific as possible in your response.
What advantages/disadvantages would you have in coming to the negotiation table?
What potential mistakes could having this information help you to prevent?

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Personality and Negotiating
Student’s Name
Institution
Course Number and Name
Instructor’s Name
Date
Personality and Negotiating
Results
The results of the 16 personalities test indicate that I have an introverted, intuitive, feeling, judging, and assertive (INFJ-A) personality. Specifically, I have an assertive advocate personality type and a diplomat role. As an assertive advocate, I am thoughtful and imaginative, and I value humanity, thus making decisions based on humanism. As a diplomat, I am empathetic, warm, and influential, which allows me to foster cooperation and harmony. I am also a confident individualist. This implies that I trust in myself and my skills and am not afraid to spend time alone in pursuit of my interests (16Personalities, n.d.). I am loyal, trustworthy, self-reliant, and self-assured. The following traits characterize my personality.
I (Introverted): I prefer intimate, calm, and few social interactions.
N (Intuitive): I am open-minded and imaginative, always looking for hidden meaning in life.
F (Feeling): I prefer emotional expression rather than rational thought.
J (Judging): I prefer planning and organization rather than spontaneity.
A (Assertive): I am self-assured and decisive.
How my Results affect my Negotiation
My results can affect how I experience negotiations in several ways. First, as a diplomat, I am more comfortable with compromise. Diplomats are more likely to see compromise as the better solution during negotiations (16Personalities, n.d.). Compromise is a good thing when there is nothing left to offer to the other party, but it will not always result in the best outcome for my party. I might give up something I would have gained had I pushed harder and refused to compromise so easily or quickly. Second, as a confident individualist, I am likely to compromise only when it makes sense to me (16Personalities, n.d.). Therefore, during negotiations, I will only compromise when I feel there is no other way to reach an agreeable outc...
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