Does being “nice” in business matter? Can you be too nice? This case study explores the personality trait of “agreeableness” and how it fits into business. Research indicates that people high in this trait generally have a lower level of career success and learn less money. Even though agreeableness is a highly valued characteristic in hiring decisions. Companies go out of their way to hire employees, even CEOs who display a nice personality in job interviews. Yet in the long run these individuals are not able to produce the performance levels that those low in agreeableness can. In general, organizations with “nice” CEOs led less successfully. 1. Do you think there is a contradiction between what employers want in employees (agreeableness) and what kinds of employees (those who are not agreeable) actually perform best? Why or why not? 2. Often, the effect of personality depends on the situation. Can you think of some job situation in which agreeableness is an important virtue? And in which it is harmful? 3. In research we conducted, we found that the negative effects of agreeableness on earnings is stronger for men than for women (that is, being agreeable hurt men’s earning more than women’s) Why do you think this might be the case?
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