Maria S. Monich

Negotiations are an inalienable component of human society in the modern world, so studying those personal characteristics of negotiators that influence their choice of negotiating strategy, tactics, and style is relevant and significant. Knowledge of the patterns of a partner’s choice of one strategy of behavior or another influences on successful negotiation process and assists in achieving goals. We did research on the connections among level of anxiety, motivation to succeed and to avoid failure, and self-esteem to the level of Machiavellianism. This article discusses the personal characteristics that influence the choice of manipulative tactics of behavior in negotiations.