When Does Personality Matter in Negotiation?

Hal Movius
The Negotiation Insider
July 2010

Hal Movius, Principal and Director of CBI's Training and Consulting Services, investigates the importance of personality in negotiation in the "The Negotiation Insider", circulated by Harvard Law School's Program on Negotiation.

Most of us intuitively believe that personality traits such as toughness matter a great deal in negotiation. However, recent studies suggest that personality is less of a factor than you might think.

Read "When Does Personality Matter?" here.