This type of personality uses immoral techniques during the conversation

Determine a salary, abolish an agreement or get resources: The conversation is omnipresent. However, some suspicious strategies do not hesitate to use information or misleading promises.

Study published in Personality and personal differences Shows that individuals with characteristics of “dark core” – use these strategies more – drugs, manipulations, screws – more use of these strategies.

When reference promotes flow

Beyond the personality, the frame plays an important role. When a negotiator receives a little interpretation with his negotiator, he feels less forced to morality.

Similarly, the higher the potential reward, the more suspicious use of the strategy will be.

Importance of mutual relations

A factor rages these behaviors: anxiety for relationships. Those who give importance to cooperation and their reputation limits their use of manipulation, even if they have features of dark core.

The conversation is not always fair. If some favor morality, then each other see the opportunity of domination in each exchange.