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Role of Personality in Negotiation

Role of Personality in Negotiation





An impressive personality goes hand in hand with good communication for effective negotiation. A charming character is a key to effective negotiation.

Let us understand how one’s personality traits help in effective negotiation.

During negotiations, an individual must try to be himself. One should not fake things or pretend to be good. If you are not satisfied with the deal, do not pretend that you are happy. It’s better to raise a concern then and there rather than crib later. Be regular and relax. Things will automatically fall into place.

It’s important to be sincere rather than just being serious. Sincerity is one of the most important personality traits required in negotiation. One has to be sincere for effective negotiation. Don’t take things casually. Go well prepared for your negotiation. For a business deal, try to study everything related to the deal beforehand. The plan of the negotiation must be apparent to you. Carry all the associated documents which you might require at the time of negotiation. Don’t go just for the sake of it.

Be honest. Don’t fake things. During negotiations, honesty plays an important role. One should never manipulate his salary to get a hike in the following organisation. Don’t tell unnecessary lies just for some money. The fear of getting caught would always be there, and somehow it would reflect on your face as well. Don’t worry; you will get what you deserve.

If you know the laptop costs you XYZ amount, don’t go and lie to the shopkeeper that it is cheaper in the next shop. He is not a fool doing business. Remember, even he keeps a check on the price of what his fellow shopkeeper is offering. Please ask for some discounts or some additional accessories rather than reduce the price you know is difficult for the shopkeeper.


Professionalism in Negotiation


One should go smartly dressed for a negotiation. Our dressing plays an essential role in enhancing our personality. A shabbily dressed person will find it very difficult to convince the other person.

Remember, the first impression is the last, and one must be very careful about it.


Let us suppose if you go to a shop where the shopkeeper is not smartly dressed, has a very casual approach and is almost half asleep, will you feel interacting with him? You will not bother to even listen to him.


Jack went in a t-shirt and jeans for a business deal. The other person assumed that Jack was not serious about the agreement and thus did not take much interest in the negotiation. Intelligent dressing does not mean wearing expensive clothes; instead, it is dressing appropriately according to the occasion. I prefer wearing formals for business deals, and do not forget to polish your shoes for the desired impact. People do look at your shoes.


Be Patient. It has been observed that impatient individuals are poor negotiators. Don’t think that if you want the price of a particular item to be $4, the shopkeeper will agree to it immediately and gladly give it to you. You need to convince him, and that requires patience. You can’t lose your temper and shout at him.

Be flexible and learn to compromise. It’s okay to give priority to one’s interests, but one should not be selfish. If you are the first one to accept something, you will not become unimportant or lose anything. Instead, the other person will look up to you, and both of you will gain whatever you want.

One has to trust the second party for better negotiation. Don’t always find faults in others. Not all people are wrong; some people are excellent and helpful. One should not always think that the other person would harm him. The second part is there to do business; he is not your enemy. Don’t just come to the point. Start the conversation with a warm smile. If he is wearing a nice shirt, do take the initiative to compliment him. Treat him as a friend. One should never be arrogant. He is also representing his company just like you. Order coffee and some snacks. It will help in breaking the ice and strengthening the bond between the two parties. Do remember that one should not be too casual and over-friendly.

Be professional in your approach. Once your deal is closed, do sign a contract in the presence of both parties. The minutes of the meeting must be circulated among all the participants for better clarity. Don’t forget to collect your bills from the shopkeeper after you are done with your shopping. Don’t only rely on verbal communication.




Enhance your listening skills for better negotiation. Listen to the other party as well. He might come up with something exciting and beneficial to you as well. Don’t think that the other person doesn’t know anything; even he has come well prepared. One should never underestimate the second party. If you go shopping, don’t ignore the shopkeeper, listen to him, and then decide what to purchase and what not to.

Be a little tactful and diplomatic. Being diplomatic does not mean being clever. There is a difference between the two. One needs to be intelligent and should know what to speak and what not to speak. Analyse the situation and respond accordingly. Don’t say something because your boss has asked you to do the same. Apply your brains and react appropriately. If you feel your statements would sound foolish in a particular situation, it is better not to speak.


This Article Does Not Intend To Hurt The Sentiments Of Any Individual Community, Sect, Or Religion Etcetera. This Article Is Based Purely On The Authors Personal Views And Opinions In The Exercise Of The Fundamental Right Guaranteed Under Article 19(1)(A) And Other Related Laws Being Force In India, For The Time Being. Further, despite all efforts made to ensure the accuracy and correctness of the information published, White Code VIA Mediation and Arbitration Centre shall not be responsible for any errors caused due to human error or otherwise. 

  • Introduction
  • Professionalism in Negotiation
  • Conclusion

BY : Deewakar Yadav

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