CASE STUDY: Demonstrating different personality and motivational traits in the workplace. When Facebook founder Mark Zuckerberg recruited Sheryl Sandberg from a senior position at Google to run business operations at Facebook, he made her a generous offer (by most people's standards). So, Sandberg simply wanted to accept the first offer. However, over dinner that night with her husband and brother, they discussed the wisdom of counteroffering. It was not simply the fact that Sandberg decided to ask for more; it was how she asked. Sandberg looked at Zuckerberg and explained that as Director of Business Operations, she would be negotiating deals on behalf of Facebook and Zuckerberg would want somebody who could push back. Ultimately, Sandberg's job offer included enough Facebook stock to make Sandberg a billionaire on paper (at the time of the offer). After 6 months, Zuckerberg and Sandberg sat down for her first performance review and her 24-year-old boss told her, "Your biggest problem is you worry way too much about everyone liking you all the time." Later, Sandberg wrote her book, Lean In, and when it comes to negotiation advice (for women), Sandberg says it with two words, "negotiate communally." Sandberg advises, "Until the world becomes less biased, this is the most effective negotiation strategy for women".

Both parties perceive less relationship conflict and develop more positive impressions of their partners, than when negotiators are dissimilar on these traits. What does this statement mean to you? Why is it so important to identify the personality traits of the person you are negotiating with?