The personality type is critical for the negotiation process, knowing the personality type of the negotiators provides me an edge in negotiating and improve my chances of achieving a win/win outcome. There are four types of personalities, and each responds to a different negotiation strategy:
Dominant personality – They are extroverted, controlling, like challenges, and overall they love to win. Negotiator with this type of personality believe that winning isn’t everything, it’s the only thing. Typically are win/lose negotiators and do not accept this.
Influence personality - love to talk and interact, make quick, impulsive decisions. They have a great sense of humor and are good team players.