Page 66 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes (c) Development theories are concerned with how personality degenerates as we age.
(d) Development theories are concerned with how we develop theories in psychology.
13. The approach to understanding personality that involves detailed study of one individual
is termed the:
(a) normative approach (b) nomothetic approach
(c) individual differences approach (d) idiographic approach

3.6 Summary

 An impressive personality goes hand in hand with good communication for an effective
negotiation
 Everyone possesses each of the facets and traits to some degree.

 It has been observed that impatient individuals are poor negotiators.
 Sincerity is one of the most important personality traits required in negotiation.
 Dr. Bishop displayed typical Type A personality characteristics
 In the past, researchers have debated exactly how many personality traits exist.

 Cognition may not be the only factor responsible for aggressive tendencies in Type A
personalities
 Once your deal is closed, do sign a contract in presence of both the parties.

 The Keirsey Temperament Theory was developed by an educational psychologist named
David Keirsey.

3.7 Keywords

Artisans: They are fun-loving and creative individuals who enjoy cultivating their talents and
are likely to have a natural inclination for the arts. These individuals may enjoy hobbies within
the visual arts, such as drawing, painting, sculpting or fashion design.
Choleric (yellow bile): Extroverted and task-oriented. Exhibits leadership, dominance, ambition,
charisma, passion. But also shows narrow-mindedness, obsession, and a Hair-Trigger Temper.
Likes to be independent and have control over others. Corresponds to the element of fire.
If female, will be a Lady of War or Tsundere.
Guardians: Guardians are practical and hardworking individuals who take their responsibilities
seriously. They sincerely enjoy working to make things run smoothly, and may be found
volunteering in their spare time.
Melancholic (black bile): Introverted and task-oriented. Independent, courteous, organized, hard-
working, analytical; but also a brooding, high-strung perfectionist whose insanely high standards
lead to depression. Corresponds to the element of earth. If female, will be The Woman Wearing
The Queenly Mask, Kuudere, or an Emotionless Girl with a job to do.
Sanguine (blood): Extroverted and people-oriented. Exhibits optimism, good cheer, a love of
fun, enthusiasm. On the flip side, they may be impulsive, arrogant, self-indulgent, easily angered
or upset, wear their hearts on their sleeves, or even be a space case. Corresponds to the element
of air. If female, will be a Genki Girl, The Pollyanna, or a more plucky/outgoing Yamato
Nadeshiko.

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