Demographic characteristics investigated in the early psychological approach to understanding negotiation included ____. a. risk taking b. self-esteem c. gender d. locus of control e. authoritarianism One of the primary approaches to negotiation is to study individual characteristics. Which of the following is an example of an individual characteristic? a. the locus of control of each party b. the locus of control of each party c. the time frame available for negotiation d. the type of communication used e. the degree of Machiavellianism