Personality Traits and Negotiation Style: Impact on Cultural Context

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Principles of
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Introduction
Personality traits reflect people's characteristic patterns of thoughts, feelings, and
behaviors (Borkowski, 2015). Personality traits imply consistency and stability, the person,
who scores high on a specific trait like Extraversion is expected to be sociable in different
situations (Neck, Houghton, & Murray, 2018). However, the personality as well as
negotiation traits believe that people are different in the diverse conditions and behave according
to the situation (Champoux, 2016). In this report, the article titled “Personality and negotiation
style: The moderating effects of cultural context” will be analyzed along with evaluation of two
other articles on the topic of personality and negotiation style of individuals and their impact on
cultural context.
Literature review
According to Mintu-Wimsatt the association between the personality traits on the style of
negotiation provides mix results, the study was conducted to know the cultural context effects on
the association between personality as well as negotiation (Mintu‐Wimsatt, 2002). The
researcher used the proposed method; the focus of the study is also on the impact of cultural
context on the approach of problem-solving. The data collection was done from the cultural
groups of two countries that are United States as well as Philippines. The United States
characterize the group of individual as well as Philippines group characterize the collective
group. The respondents participate in varied range of the activities like development of the
contract, pricing of supplier as well as buyer and also in the labor disagreement. The sample size
of the study were 471, in which 285 were Americans as well as 186 were Filipino. The study
finds that the variables of personality have the modest impact on the approach of problem-
solving (Mintu‐Wimsatt, 2002). However, the researcher also finds that cultural background
modest the association among the conciliatory nature of the negotiators as well as problem
resolving approach. The researcher proposes that the way of negotiation is not mainly driven by
the individual personality traits, this information is vital in the potential of hiring as well as
providing training to the diverse culture negotiators.