negotiations question

Case Study 2 "I've seen Jill negotiate before", said Sara. "She hates conflict, so she's obviously an avoider and we should deal with her as such." I'm not so sure, Sara. I've also seen Jill negotiate, and she can be very forceful. I think she is more of a competitor," replied Steven. "Well how will we decide how to deal with her?" asked Sara. "Never mind Jill, what about her manager Jon? asked Steven. "He will be at the next meeting and I don't think I've ever met him. What is he like to deal with? Sara thought for a moment. She hadn't much experience of Jon, but understood he often liked to collaborate and work together with others to find a solution. On the other hand, he was under pressure to get his deal done within a tight budget. Would that make him more competitive, especially in front of his junior? "Do you know Steven, I just don't know!" replied Sara. Questions Maximum Word Limit 1700 words 1. Referring to the work of Rubin & Brown, discuss the personality traits of Jon and Jill, and how helpful it might be for Sara in her preparation. (12 marks) 2. Discuss the disadvantages of Personality Testing in relation to negotiation preparation (11 marks) How would behaviours be easier for Sara to focus on? (12 marks) 3