ABSTRACT
Many times in negotiations we wish we could read the other person’s mind and tell what they are thinking so we can predict their moves and plan our countermoves. The process of figuring out what someone will do next in a given situation based on their characteristics and personality traits is called profiling. This is of utmost importance in negotiations. By enhancing our predictive power we can anticipate our opponent’s moves and counter their offers. Although this sounds like you are manipulating situations and people, real negotiations are not far from doing that.
