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".

QUESTIONS

The case study above highlights the fact that negotiation behavior is shaped by negotiators' personalities and perspective. The "Big 5" personality traits refer to a set of traits that can reliably be measured and predict behavior in several different situations. The "Big 5" personality constructs include: openness to experience, conscientiousness, extraversion, agreeableness and neuroticism. Briefly describe both negotiators' personalities (Zuckerberg & Sandberg) using at least two constructs for each?