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Unit 3: Personality

2. A ...................................... personality is the key to an effective negotiation. Notes
3. ................................ is one of the most important personality traits required in negotiation.
4. ........................ is a personality pattern defined by hard-driving and competitive
characteristics.
5. A study by ...................................(2009) supported the cognitive social learning theory that
sustains many Type A personalities.

3.2 Facets of Personality and its Impact on Negotiation Approach
and Temperament

In this section we investigate key facets of personality that affect your interaction in negotiation;
emotional stability; conscientiousness; locus of control; self monitoring; competitiveness and
types A & B; need for achievement, power and affiliation; Machiavellianism; Jungian personality
preferences of extroversion, introversion, cognitive processing style and orientation to others;
learning style; right brain/left brain dominance; creativity; charisma and emotional intelligence
Everyone possesses each of the facets and traits to some degree. You will find that some traits are
similar to each other. You may even think that some traits are similar to each other. You may
even think that some describe the same trait or characteristic by a different name. Examining
each of the will help you to find your personal negotiating style and power as well as help you
to identify and develop into the negotiator you desire to be. You will likely find a balance in the
combination of traits and characteristics you possess and exhibit. Your task here is to assess the
relative strength of each in order to gain understanding of particular strengths and weakness in
your interactions.

3.2.1 Self Monitoring, Competitiveness and Type A and Type B
Personality
Concept

Type A is a personality pattern defined by hard-driving and competitive characteristics, a high
degree of time urgency, and a high level of hostility and overt aggression (Baron & Richardson,
1994). This is also known as coronary-prone behavior pattern since so many Type A personalities
suffer from heart disease (Engebretson, Matthes, & Scheir, 1989).
Price (1982) developed a cognitive social learning framework outlining factors contributing to
the development and maintenance of the Type A Personality. This theory focused on three core
cognitions and fears held by Type A individuals that are postulated to explain their behavior.
Type A individuals are achievement-oriented: they base their sense of self-esteem and self-
worth on the number and quality of their achievements (i.e., they possess an externalized sense
of self-worth). The first of these cognitions is the belief that one must constantly prove oneself.
The fear associated with this belief is that the individual will be evaluated as worthless by
others, if the individual does not prove him or herself. The second belief held by Type A
individuals is that no universal morality principle exists and thus they fear not getting their just
rewards. Accordingly, Type A individuals do what they deem is necessary to obtain justice for
themselves. The third belief is that all resources are scarce and thus there is a fear of insufficient
supplies. This belief contributes to Type A individuals constantly striving and competing to
obtain the limited resources available. The fear of insufficient time for achievement can lead to
behaviors associated with a sense of time urgency, such as trying to accomplish more and more
tasks in less and less time (Price, 1982). This sense of urgency can cause Type A personalities to
try to achieve their goals by any means necessary, including aggressive acts.

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