Behavioral aspects of Information Technology negotiators

It has been known that Information Technology (IT) area has increasingly demanded more professionals over the years. In Brazil this reality is even more evident - this emerging and large country, the expanded search for IT professionals still faces difficulty in finding skilled labor. Moreover, this difficulty is accentuated during the definition of teams, due to the diversity of expertise of each professional. In this direction, this article focuses on how to discover and manage cognitive and behavioral aspects of IT professionals. Based on psychological questionnaires and negotiation games, this work aims at analyzing types of behavior (logically reasoning people, creative people, communicative people and organized people), aspects of collaborative and competitive issues elucidates how the predominance of a specific stereotype can influence negotiations among IT people. The results were obtained in a Brazilian context, involving technical and management staff, with IT people and non-IT people.