The personality traits of the negotiator in terms of temperament

Abstract

The quality of the negotiations, finding of compromise solutions, the good work of the tourism entity as a result of the negotiations, as well as obtaining a good performance in the future, depend decisively on the negotiators. Under these conditions, the personality traits of the negotiator, but also his temperament, can have a major influence on the way he behaves and approaches the issues at the negotiating table. Playing decision-making roles, negotiators use information, establish relationships, close contracts in order to capitalize on resources, solve conflictual situations and address optimal alternatives for issues needed to be solved. Thus, the negotiators can influence the course of the deals, therefore obtaining the desired result, if the negotiations did not fail due to the different temperament of the parties. This article focuses on the importance of the negotiator's temperament, as a natural foundation of the personality, on the way to conduct talks at the negotiating table. The author intended to carry out a scientific investigation on the subject, in order to draw certain conclusions. CZU: 005.574:159.923.4; JEL: M 19, L 14, Z 32.