Identify the characteristics of the negotiators.

Learning purpose : In this activity, the student identifies the characteristics of negotiators and what each of them consists of.

Activity details :

The following matrix contains a description of characteristics, according to the type of negotiator. You are asked to correctly identify, placing an "X" under the type of negotiator to which each characteristic belongs, justifying why.

Feature	Negotiator focused on results	People-focused negotiator	Justification (why)
He is especially concerned about maintaining a good personal relationship with all participants in the negotiation.
The only thing that really matters to him is achieving his objective at all costs, he intimidates, puts pressure on him and does not mind generating a climate of tension in the negotiation.
When he participates in a negotiation, he has high self-confidence, he believes he is in possession of the truth.
Throughout the entire negotiation, trust the other's word, give in generously and do not manipulate.
If you negotiate from a position of power, you will take advantage of it, imposing your approach.
In all negotiations, he likes to play fair, so he does not use any pressure tactics.