Using Psychological Type to Enhance Negotiation Skills

Abstract

The focus of this paper and the learning experience it describes is to teach skills necessary to engage in more effective negotiation using an alternative process to traditional positional bargaining. The process involves a basic methodology consisting of four major steps and guidelines for dealing with a number of difficult conditions. These methods are then integrated with the concept of psychological type. Through this experience participants focus on whether basic differences in the way individuals prefer to use mental processes, specifically the way they perceive and the way they make judgments, have a unique effect on their ability to learn and utilize effective negotiating skills