Individual Differences in Negotiation Effectiveness
There are mainly four factors that influence how effectively individuals negotiate-
a) moods/emotions
b) Personality
c) Culture
d) Gender

A) MOODS/EMOTIONS-
The influence of moods/emotions depends upon the type of negotiation as well. In distributive negotiations, it is seen that negotiators who are in a position of power or have equal status and who show anger, negotiate better results because their anger results in concessions. Negotiators, when angry, feel more focused and assertive when striking a bargain. On the other hand, for those in less powerful position or lesser stature, displaying anger can only lead to bad outcomes.
Similarly, anxiety also tends to have an effect on negotiations. For example it was seen that individuals experiencing more anxiety about a negotiation used more deceptions in dealing with others. Moreover, anxious negotiators expect lower outcomes, respond quickly to an offer and exit the process too early, which leads them to obtain worse outcome.
These all moods are related to distributive negotiations. In Integrative negotiations, positive moods and emotions appear to lead to more integrative agreements. Positive mood resulting in creativity and productivity may be one of the reasons. B) PERSONALITY TRAITS
Personality traits and outcomes are related very weakly. It is seen that negotiators who are extrovert are not very successful in distributive bargaining, because extroverts are too friendly and tend to share more information than they actually should. And an agreeable person is more interested in finding ways to cooperate rather than fight with each other.
The best distributive bargainer would be a disagreeable introvert, a person who is only interested in his outcomes and not interested in how this affects his/her relationship with that person.

C)