The affect of personal characteristics on negotiation Essay

The affect of personal characteristics on negotiation - Essay ExampleFor instance, Miles, Hatfield and Huseman (1989) identify a spectrum of individuals who have different justice preferences. Thats why in negotiations it could be unreasonable to adhere stringently to Adams norm of loveliness, because bargainers perception of what if fair may be arbitrary.There exist two approaches to buyer-seller encounters in literature (Bazerman et al., 2000 Barry & Friedman, 1998) cooperative and/or problem-solving approach, and distributive and/or competitive. The first type, known also as integrative approach, presupposes conflict resolution, integration, and information fill in among buyers and sellers (Bazerman et al., 2000 Barry & Friedman, 1998 Pruitt, 1981). The competitive or distributive strategy involves threats and excessive demands, seeks to win concessions at the counterparts expense (Barry & Friedman, 1998 Perdue & Summers, 1991).Miles, Hatfield and Huseman (1987) stayed that eq uity sensitivity is an individual difference that influence how individuals react to inequity. Equity sensitivity is a persons perception of what is and what is not equity and then uses that information to make predictions about reactions to inequity (King, Miles and Day 1993, p.135). For example, on the one culmination of the continuum there argon the benevolents, or givers who express high satisfaction in relation to others when their output/input ratios argon less(prenominal) than the comparison other they have higher tolerance for under-reward. Also at mid-range there are the equity sensitives, who most closely adhere to the traditional norm of equity (where inputs and outputs are balanced) (Allen & White, 2002). On the other end of the continuum are takers, who are most satisfied when they receive more outcomes than inputs (King, Miles & Day, 1993). According to King, Miles & Day (1993), benevolent negotiators, or givers, wont provide more inputs, in comparison to their output s, to their counterparts. In the negotiations these inputs appear in the form of sharing information, qualification concessions changes, and discussing preferences among bargaining parties, which are critical elements of the cooperative problem-solving strategy. Entitleds, or takers focus on themselves and the outcomes, and are more possible to take action to rectify any imbalance in the input/output ration when compared to their counterparts (Allen & White, 2002 Miles, Hatfield and Huseman, 1989). In the negotiation process entitleds are likely to be less cooperative than their counterparts. So that, it could be pass judgment the following strategies to take place H1 Benevolent negotiators will demonstrate more cooperative behaviours than entitled negotiators. Because they are more concerned with the outcomes of the bargaining activity and are more likely to follow the cooperative port of behaviour, they place higher importance to intristic outcomes such as cooperation (King, M iles & Day, 1993). As a result, a positive companionship exists between equity sensitivity and negotiators perceptions of their cooperative behavi