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中文摘要：
回顾个性特征对谈判过程影响的研究结论，比较不同个性导致的冲突解决策略，解释了个体合作性与谈判有效性的关系．所得结论对日益增多的谈判活动具有理论和实践价值．
英文摘要：
Negotiation is important function acting by managers. In this paper, previous research on individual personality on negotiation process is reviewed, conflict resolutions resulted by different personality are compared, and relation between individual cooperativeness and negotiation effectiveness is explained. The extracted conclusions provide some theoretical and practical guiding to the daily increasing negotiation activities.
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