Page 44 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills Amit Kumar Sharma, Lovely Professional University

Notes Unit 3: Personality

CONTENTS
Objectives
Introduction

3.1 Personality Traits
3.2 Facets of Personality and its Impact on Negotiation Approach and Temperament
3.2.1 Self Monitoring, Competitiveness and Type A and Type B Personality

3.2.2 Example/Application – Real Life
3.2.3 Example/Application – Columbine
3.2.4 Four Main Alternative Preferences and Temperaments
3.3 Jungian Personality Preferences
3.4 Personality Types Today

3.4.1 Practical Application for Personality Types
3.5 Mental Mechanisms
3.5.1 Major and Minor Mental Mechanisms

3.6 Summary
3.7 Keywords
3.8 Review Questions
3.9 Further Readings

Objectives

After studying this unit, you will be able to:

 Define and explain facets of personality and its impact on negotiation
 Discuss about self Monitoring

 State the Jungian Personality preferences
 Discuss about Mental Mechanisms
 Discuss about competitiveness and type A and type B personality

Introduction

Everybody’s heard the term personality, and most of us can describe our own or our friend’s
personality. What most don’t know, however, is that personality is one of the most theorized
and most researched aspects of psychology.
So what is personality? To understand this concept, you first need to understand the difference
between a trait and a state. A trait is a relatively permanent individual characteristic. For example,
most of know people who are outgoing, friendly, confident, or shy. When we describe these
people, we use these traits to better understand their personality; to better understand who they

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