Personlighetstypers betydelse för förhandlingens olika faser och strategier. : En studie baserad på Big Five

Sammanfattning: Title: An essay based on the “Big Five” theory. The purpose of this essay is to examine and analyze how different personality traits relate to different phases and strategies of negotiation.   Level: Final assignment for a Bachelor Degree in Business Administration    Authors: Kamila Crafoord and Malin Larsson   Supervisor: Jonas Kågström    Date: 2019 – June   Aim: The aim of this essay is to examine and analyze how different personality traits relate to the different phases and strategies of negotiation.   Method: We have used a quantitative research method, based on a deductive approach. The data were obtained via a questionnaire, subsequently analyzed in the statistical programme “Jamovi”, using descriptive analysis, reliability analysis and factor analysis. The respondents were students of business administration at Högskolan i Gävle.   Results & Conclusions: The results show that the personality traits ”openness”, “conscientiousness” and ”agreeableness” are recurrent in the pre-bargaining as well as in the bargaining phase. “Conscientiousness” is linked to distributive strategies. The traits “agreeableness” and “openness” are associated with integrative strategies. We have made new findings concerning “openness” in particular, which is prominent in both the initial phase and the negotiation phase.   Contribution of the thesis: The study shows that certain personality types have a greater penetration power in different phases of negotiation. This knowledge can be useful, for example when putting together a negotiation team, where a dividing up of negotiators can be done based on the negotiation phases. Thus, the individual strengths of the team are used in the best possible way. The study has not been conducted in a specific line of business, and the results may be used in many situations where negotiations take place.   Suggestions for future research: The number of respondents in this study is limited. We believe that a more comprehensive study could contribute to a more in-depth knowledge concerning different lines of trade. In order to contribute to new knowledge of negotiation and its phases, it would be fruitful to compare senior negotiators to less experienced ones (students) within the field of Business Economics. It would also be interesting to stage negotiations with a group of participants, and compare their self-assessed views through a BFI-44 to the actual measured results of the negotiations.   Keywords: “negotiation”, “negotiation phases”, “initial phase”, “pre negotiation”, “bargaining phase”, “distributive”, “integrative”, “The Big Five”, “personality traits”, “individual differences”.