ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of personalities. The concept of Myers Briggs type indicator is based on four main personality strands. It is thought that individuals will have a preference at either end of a spectrum for each of these. The four main personality strands aka dichotomies are as follows: extraversion or introversion, sensing or intuition, thinking or feeling, and judging or perceiving. The accuracy of the tool is dependent upon honest self-assessment, and therefore it is argued that individuals can fake their responses and skew their personality result, perhaps to fit in with others or to be the only one, for example. Whilst a correlation can be made between personality preferences and negotiation styles, it still does not suggest what type make the 'best negotiator', or the skills needed to be a good negotiator.
