_____________ pride themselves on being independent and strong willed, caring little about political correctness and customary procedure if it wastes time and resources. They enjoy jobs that demand a high level of expertise and high standards of competence.

Because they tend to focus on tradition and schedules, ____________enjoy improving the efficiency of processes and setting up standardized procedures. They prefer jobs that demand responsibility.

__________tend to ignore feelings and neglect relationship building and are concerned with logic and structure.

________ negotiators may have the edge in distributive negotiations and may be seen as too competitive and unsympathetic to build collaborative relationships, while _____________ negotiators may have the edge in integrative negotiations that focus on building long-term collaborative relationships.

___________ enjoy identifying and responding to opportunities, are competitive, and enjoy seeking out adventure. Also they prefer jobs where they can troubleshoot, respond to crises, and negotiate.

One’s approach to negotiations is influenced by?

Those who are likely to approach a negotiation with confidence and make larger opening demands and smaller concessions have a(n) _____________ locus of control.

Those who are more likely to engage in pre-negotiation planning, and thus, more likely to achieve the goals they set for a particular negotiation are __________ self-monitors.

Advantages of being or negotiating with a ________ self-monitor are behavioral transparency and consistency.

_________ tend to be enthusiastic and can energize and improve the morale of others. Conflict and confrontation are not welcome as it gets in the way of creating harmonious, caring relationships. They enjoy jobs that allow them to support and encourage others.