People with higher EQ are more likely to induce positive mood states in their negotiation counterparts. Many studies and reports have been done on what personality traits are found in expert salespeople and negotiators. The advice those studies offers is often difficult to apply, for 3 reasons. First, there are just too many contextual specificities underpinning each negotiation, such that one size does not fit all. Second, the effectiveness of each strategy is partly dependent on the personal background of the persuaders (i.e., sales or negotiation) — who they are, what they want, and how they connect. Third, many of the factors determining the outcome of negotiations are more emotional than rational, which requires a deep psychological understanding of the people involved. It’s All About Personality Personality research provides valuable lessons in predicting an individual’s ability to negotiate effectively. One very important measurable trait that correlates with improving an individual’s negotiation abilities is emotional intelligence…