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RESEARCH ON THE INFLUENCE OF INDIVIDUAL PERSONALITY TRAITS ON NEGOTIATION PROCESS AND OUTCOMES
Bian Huajie, Student
Al-Farabi Kazakh National University
(Kazakhstan, Almaty)
DOI:10.24412/2411-0450-2024-10-1-92-95
Abstract. This article examines the impact of individual personality traits on the negotiation process and its outcomes. It examines various aspects such as confidence, assertiveness, and communication style that can have a significant impact on the effectiveness of negotiation interactions. Understanding how personality traits influence the perception and behavior of participants allows one to better prepare for negotiations and achieve more beneficial results for all parties. The study also highlights the importance of adapting communication styles to create a trusting atmosphere, which in turn contributes to a more successful agreement. The article provides theoretical and practical recommendations for professionals in the field of human resource management and negotiations.
Keywords: ndividual personality traits, negotiation process, negotiation results, communication style, interaction effectiveness, human resource management.
Negotiation is a process of communication aimed at reaching an agreement between parties. In international politics and economics, it is critical because it allows countries to resolve conflicts, strengthen cooperation, and establish economic ties. Effective negotiations can prevent tensions from escalating and create conditions for peaceful coexistence by providing a platform for discussing mutual interests and needs [5].
The importance of negotiations also lies in their role in shaping global standards and norms. Through negotiations, states can coordinate their responses to global challenges such as climate change or international security. This not only improves bilateral and multilateral relations, but also strengthens global governance by enabling interaction between different countries and organizations.
Negotiations are therefore a vital tool in international relations, playing a key role in economic and political interactions between states.
Many factors can influence negotiations, including:
1) Geopolitical conditions: The political environment and international relations between countries can significantly affect the course of negotiations. For example, tensions between countries or alliances can create additional barriers to reaching agreements.
2) Economic interests: Economic circumstances such as crises, trade relations, and investments can both facilitate and hinder negotia-
tions. Participants may be more willing to compromise if the negotiations can lead to economic gains.
3) Cultural differences: The worldviews, values, and traditions of different countries can influence the style of negotiation and how proposals are received. Failure to understand cultural nuances can lead to misunderstandings and conflicts during the negotiation process.
4) Domestic political factors: Domestic political conditions and public opinion in the participating countries can significantly affect their position in negotiations. Leaders may be limited in their ability to make decisions that do not meet the expectations of their electorate.
5) Media and public opinion: Media coverage and public reaction can put pressure on participants to make certain decisions or, conversely, to prolong the process [3].
These factors can combine and interact to create a dynamic and often complex environment for international negotiations.
Individual differences, such as personality traits and communication styles, have a significant impact on the process and outcome of negotiations. Personality traits, including levels of confidence, assertiveness, and openness, can shape the behavior of participants. For example, confident people tend to be more assertive in their interests, while more reserved individuals tend to seek compromise [2]. Communication styles also play a key role: aggressive approaches
can achieve goals but often lead to conflict, while more cooperative styles help create a trusting atmosphere. In addition, cultural differences can influence communication preferences, requiring participants to be able to adapt to different styles. Being aware of and taking these individual differences into account can significantly improve the effectiveness of the negotiation process and improve the chances of a successful agreement. Understanding how the personal characteristics of participants affect their interactions is an important aspect of preparation for negotiations and can help achieve better results in international relations.
Individual differences, such as personality traits and communication styles, play a special role in the recruitment, compensation, and employment contract negotiations in human resources management. These factors influence how candidates are perceived and how HR professionals can successfully interact with them.
Personality traits, for example, can determine how candidates are perceived during an interview. People with high self-esteem may demonstrate confidence and active participation in dialogue, which often leaves a positive impression on employers. At the same time, candidates with more reserved personality traits may have difficulty presenting themselves, which can negatively affect their chances of success. Thus, understanding individual differences can help recruiters evaluate candidates more objectively, taking into account that different personalities may display their skills and experience in different ways.
Communication styles are also critical in negotiations over employment terms and compensation. For example, some candidates may prefer a straightforward approach, while others may be more inclined to communicate diplomatically. HR professionals must be able to adapt to candidates' communication styles to create a comfortable environment that encourages open dialogue. This, in turn, can lead to more effective negotiations over salary and working conditions, which is important for building a positive company image and retaining talented employees. Thus, taking into account individual differences in personality traits and communication styles is an important aspect of the recruitment and employment management process. Understanding these factors helps improve communication, improve the
quality of recruitment, and create a more harmonious work environment [4].
Individual differences, such as personality traits and communication styles, have a significant impact on the process and outcome of negotiations in the areas of recruitment, compensation, and employment contracts. These differences determine how candidates and recruiters interact with each other and affect perceptions, trust, and the success of the negotiation process.
An important aspect is the personality traits of candidates. For example, people with high self-esteem and self-confidence are more likely to be proactive during interviews, which allows them to present their achievements and skills more effectively. Such candidates can more easily establish rapport with recruiters, which creates a positive impression. However, a lack of confidence in some candidates can lead to difficulties in self-presentation, due to which their true potential may go unnoticed. This can lead to an incorrect assessment of their qualifications and capabilities.
The degree of persistence of the candidate also affects the negotiation process. Persistent individuals can actively defend their demands for compensation and working conditions, which sometimes leads to the successful achievement of the set goals. At the same time, excessive asser-tiveness can be perceived as aggressiveness, which can cause a negative reaction from the recruiter and make the dialogue difficult. It is important for negotiators to be able to find a balance between assertiveness and flexibility, as flexible candidates are often more likely to compromise, but may not always achieve their goals.
Communication styles also play a key role in the negotiation process. For example, candidates with a straightforward communication style can quickly and clearly express their expectations and needs, which helps speed up the decision-making process. However, if the recruiter takes a more diplomatic approach, this can cause misunderstandings and create obstacles to productive dialogue. The ability to adapt to the interlocutor's communication style is an important skill for both parties, as it helps to avoid conflicts and misunderstandings.
In addition, active listening is an important component of successful negotiations. Participants who know how to listen carefully can better understand the needs and expectations of the oth-
er party. This creates a basis for constructive dialogue and helps to develop mutually beneficial solutions, especially in employment contract negotiations, where attention to detail is crucial.
Individual differences, such as personality traits and communication styles, therefore significantly influence the process and outcome of negotiations in human resource management. Understanding and taking these differences into account helps recruiters and candidates build more effective and productive relationships, which in turn contributes to more successful decision-making and satisfaction on both sides.
Individual differences, such as personality traits and communication styles, have a significant impact on the process and outcome of negotiations in the areas of recruitment, compensation, and employment contracts. These differences determine how candidates and recruiters interact with each other and affect perceptions, trust, and the success of the negotiation process.
An important aspect is the personality traits of candidates. For example, people with high self-esteem and self-confidence are more likely to be proactive during interviews, which allows them to present their achievements and skills more effectively. Such candidates can more easily establish rapport with recruiters, which creates a positive impression. However, a lack of confidence in some candidates can lead to difficulties in self-presentation, due to which their true potential may go unnoticed. This can lead to an incorrect assessment of their qualifications and capabilities.
The degree of persistence of the candidate also affects the negotiation process. Persistent individuals can actively defend their demands for compensation and working conditions, which
the set goals. At the same time, excessive asser-tiveness can be perceived as aggressiveness, which can cause a negative reaction from the recruiter and make the dialogue difficult. It is important for negotiators to be able to find a balance between assertiveness and flexibility, as flexible candidates are often more likely to compromise, but may not always achieve their goals [1].
Communication styles also play a key role in the negotiation process. For example, candidates with a straightforward communication style can quickly and clearly express their expectations and needs, which helps speed up the decision-making process. However, if the recruiter takes a more diplomatic approach, this can cause misunderstandings and create obstacles to productive dialogue. The ability to adapt to the interlocutor's communication style is an important skill for both parties, as it helps to avoid conflicts and misunderstandings.
In addition, active listening is an important component of successful negotiations. Participants who know how to listen carefully can better understand the needs and expectations of the other party. This creates a basis for constructive dialogue and helps to develop mutually beneficial solutions, especially in employment contract negotiations, where attention to detail is crucial.
Individual differences, such as personality traits and communication styles, therefore significantly influence the process and outcome of negotiations in human resource management. Understanding and taking these differences into account helps recruiters and candidates build more effective and productive relationships, which in turn contributes to more successful decision-making and satisfaction on both sides.
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Библиографический список
1. Spector B.I. Negotiation as a psychological process // Journal of Conflict Resolution. - 1977. -Т. 21. - № 4. - С. 607-618.
2. de Moura J.A., Costa A. P. C. S. Personality Traits and Negotiation Style Effects on Negotiators' Perceptions in a Web-Based Negotiation // Journal of Organizational and End User Computing (JOEUC). - 2018. - Т. 30. - № 2. - С. 1-19.
3. Gates S. The negotiation book: Your definitive guide to successful negotiating. - John Wiley & Sons, 2022.
4. Matz S.C., Gladstone J.J. Nice guys finish last: When and why agreeableness is associated with economic hardship // Journal of Personality and Social Psychology. - 2020. - Т. 118. - № 3. - С. 545.
5. Nguyen V.T. The perceptions of social media users of digital detox apps considering personality traits // Education and Information Technologies. - 2022. - Т. 27. - № 7. - С. 9293-9316.
ИССЛЕДОВАНИЕ ВЛИЯНИЯ ИНДИВИДУАЛЬНЫХ ЛИЧНОСТНЫХ ЧЕРТ НА ПЕРЕГОВОРНЫЙ ПРОЦЕСС И ЕГО РЕЗУЛЬТАТЫ
Бянь Хуацзе, студент
Казахский национальный университет им. Аль-Фараби (Казахстан, г. Алматы)
Аннотация. В данной статье рассматривается влияние индивидуальных личностных качеств на переговорный процесс и его результаты. В ней рассматриваются различные аспекты, такие как уверенность, ассертивность и стиль общения, которые могут оказать существенное влияние на эффективность переговорного взаимодействия. Понимание того, как личностные особенности влияют на восприятие и поведение участников, позволяет лучше подготовиться к переговорам и добиться более выгодных результатов для всех сторон. В исследовании также подчеркивается важность адаптации стилей общения для создания доверительной атмосферы, что, в свою очередь, способствует более успешному заключению соглашений. В статье приводятся теоретические и практические рекомендации для специалистов в области управления человеческими ресурсами и ведения переговоров.
Ключевые слова: индивидуальные особенности личности, переговорный процесс, результаты переговоров, стиль общения, эффективность взаимодействия, управление человеческими ресурсами.
