Chapter 9: Negotiation Temperaments: An Overview

Negotiation temperament plays a significant role in determining participants’ behavior during the negotiation process. The word “temperament” is derived from the Latin word “temperare,” which means to temper or moderate a process, manner of thought and action. John T. Cocoris (2016)¹ states, “Temperament is a cluster of inborn traits that causes you, in part, to do what you do.” These four temperaments are characterized by four discrete “traits” or tendencies groups. Each cluster of “traits” yields a discrete behavior. Thus, temperament characterizes traits apparent in day-to-day behavior and depicts how a person interacts with others. Temperament and personality sometimes need to be clarified. Personality is the sum of a person’s characteristics, whereas temperament is a subset of personality.^2,3,4 Negotiation temperaments are based on Carl Jung’s personality dimension. Carl Jung (1921) has identified four areas of personality that further form the basis of temperament. This is expanded in Fig. 19.