列维奇 商务谈判（第8版）IMChap15Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 15 Individual Differences II: Personality and Abilities Overview In the previous chapter, we examined in depth one particular individual difference: gender. In this chapter we will look more broadly at the range of other differences that have been studied in connection with negotiation. We begin with a brief review of early research on individual differences. We then focus on more recent research on individual differences