Free Essay

Communications and Personality in Negotiation


Submitted By loreality
Words 2342
Pages 10

Communication and Personality in Negotiation Negotiation is the bargaining procedure that occurs between two or more parties seeking to determine a common ground and reach concurrence in settling a matter of mutual concern (Business Dictionary, 2009). This paper will explain a negotiation situation in which I portrayed a customer wanting to purchase a vehicle. The representation will provide a female consumer’s perspective in such negotiation proceedings. In addition, included will be an analysis of the roles of communication and personality in this type of negotiation as well as how each detracted from the negotiation process. A few years back, I was in an automobile accident in which a big-rig truck destroyed the side of my car. As a result, I was in the position of needing a new vehicle. I had good credit plus sufficient funds received for the subsequent accident. I researched the type of vehicle I wanted to purchase and concluded on the amount that I was willing to pay. I decided to procure a new or slightly used Lexus ES 300. All that was left to do was to search out the perfect ES 300 that fulfilled my established criteria, which included a reasonable price, low mileage, substantial warranty and standard features with extras like rims and a sunroof. I prepared in advance my negotiation techniques exercising appropriate communication skills to assist in completing the deal. The strategies included straightforwardness coupled with standing firm on my criteria. My first stop was at a dealership that sold both new and used vehicles. When diving by, I noticed that this particular lot housed many Lexus vehicles although it was not an authorized Lexus dealership. As I drove up into the parking area, I could view the vulture-like salespeople waiting to pounce on me as if I were their prey. Although this seemed intimidating, I anticipated this type of behavior to occur because most employees of this nature work on commission. A male salesperson was the first of the many employees en route to reach me. I explained in detail to him what type of vehicle was of interest as well as the cost I was willing to pay. As we walked toward the Lexus division of the lot, I further continued to clarify my objectives. The salesperson assured me that he understood my needs and had several cars that fit the description and price range that I inquired about purchasing. However, when it came to showing me these vehicles it was a different story. The automobiles he showed failed in many ways to meet the specifications that I clearly suggested. He started showing me cars that were either older Lexus models or other brands. In fact, when I pointed out to him about the cars being older models, he countered with statements like “the car has a beautiful interior and lighted mirror for me to do my makeup.” When he showed me cars that did not have sunroofs, he merely said the dealer could “zoot-zoot” and cut a sunroof into the car. When he showed me different makes of vehicles, he claimed that the cars looked similar to Lexus, which should be all that matters. All these comments clearly changed my outlook of the salesperson and my facial expressions and body language emitted clear signs of displeasure. As a result, I decided to take matters into my own hands and dismiss him as my assistant. I decided to look at the Lexus vehicles on my own and if I noticed one that interested me, I would then request more information and possibly test-drive the car. As I browsed through the Lexus area, I observed two vehicles that seemed to match what I was looking for in a car. I asked to drive both of the cars and decided that one was more befitting to my desires than the other was. The only problem that existed was the automobile cost four thousand dollars more than I wanted to spend. However, I did have a two thousand dollar leeway to bargain with and would only pull out this card when the proper negotiations began. If the dealer were willing to come down two thousand dollars then I could meet him halfway with my bargaining chip. I walked toward the inside of the building where the sales manager was stationed. I could see from the corner of my eye that the original salesperson was following close behind. He approached me and asked if I wanted to make a deal. Of course, I was not enthusiastic to see him as the person to barter with, as our past interaction was not favorable. I believed that he displayed signs of gender bias and treated me insignificantly or less than equal. Even so, I allowed him to walk beside me to the building but instantaneously asked to speak with the sales manager to negotiate any future dealings. As I waited in one of the negotiation rooms, I could over hear the manager with a male client in which he agreed to reduce the auto of his interest by three thousand dollars. My chances appeared optimistic as I could see myself driving the Lexus off the lot. When it came time for my turn to negotiate, the same sales manager administered the dealings. At first, I thought this would be beneficial to my case. However, I realized that this was not the situation. Upon his entering into the room he extended his hand to shake mine and replied “How can I help you pretty little lady?” I ignored the remark and made an offer on the Lexus that was four thousand dollars less than the asking price. The manager responded by taking only three hundred off the asking price. As time progressed, our bartering continued in which the manager austerely reached a five hundred dollar markdown limit. I rejected the offer affirming my final price, which then included the two thousand dollar haggling chip. During this time, the manager attempted to persuade me into buying a look alike Lexus for the price I was willing to pay. The sales manager commented, “Don’t worry your pretty little head about brand names because the car looks just like a Lexus.” Just then, I realized that negotiations had ended or maybe never began. The communication process had completely failed, as did reaching any gratifying conclusion on my part. Consequently, I rose to my feet, grinned politely validating the end of negotiations and walked out the door. The original salesperson hustled after me acting on behalf of the manager declaring he was willing to take more off the price of the Lexus; however, it was too late. I had already exhausted three hours at the negotiation table and had no idea what more truthfully meant. Therefore, I entered into my automobile and drove off the lot trying not to look back at what might have been. Communication is the skill and practice of using words effectively to convey information or ideas as well as the exchange of thoughts, messages, or data as by speech, signals, writing, or behavior (The Free Dictionary, 2009). More important, communication refers to the perception, interpretation, and response of people to signals produced by other people. During communication, persons are incline to send verbal and nonverbal messages, words, gestures, facial expressions and so forth whereas others are responsible for observing, interpreting, and responding to these messages. The role that communication played in my situation was both verbal and nonverbal. The communication process began verbally and symbolically in which the exchange of words and other formalities facilitated the course. The salesperson greeted me at my vehicle with words and a handshake and I acknowledged his presence by returning the gesture and expressing cordial words. Then communication became more personal as I consciously related to him through words what I was in the market of buying. I created the message, and it was his responsibility to decode what I was saying. Our face-to-face transaction implied communication as a simultaneous and multidirectional process regardless of whom was speaking at any given moment. The nonverbal aspect of communication was noticeable through the various gestures portrayed in the scenario. First, when the salesperson pointed out to me the “pretty mirrors” in the car that I had no interest in, my facial expression disclosed extreme disappointment. My body language changed as I began to feel uncomfortable with the assigned employee. Upon dealing with the sales manager, there was the exchange of both verbal and nonverbal messages in which words were clearly spoken concerning my interest in a particular Lexus and the cost I was willing to pay. The negotiation aspect began with offers and counteroffers that were orally expressed according to a numerical scale. Unfortunately, what could have been a dynamic and interactive process was subject to situational constraints and any revised parameters of this session never reached a mutual settlement point (Lewicki, Saunders & Barry, 2005, p. 166). In addition, nonverbal messages were transmitted on paper in the form of symbolic numbers and mathematical calculations in which the movement of my head clearly denoted a negative response. There also existed the use of body language in which I would cross my arms or project other signs of discontent and frustration all the while realizing that at some point effective communication had halted. Because communication is a complex process involving human senses, feelings, meanings and experiences, a simple matter of using nouns and verbs was not enough. Many sources of distortion and error crept into our signal circuits complicating what could have been a simple signal response. Personality is complex of attributes such as behavioral, temperamental, emotional, and mental that characterizes a unique individual (Merriam Webster, 2009). Understanding the various personality types that exist is crucial in effective negotiations. However, mishandled personality differences create havoc in negotiations as much as any other factor. The problem is not due to the different personalities that exist, but the fact that many people do not know how to work with others whose personalities are markedly different, waste their energy trying to get those with dissimilar personalities to change or are unwilling to work with people who are different from themselves. In my negotiation situation, I found the later to be most true. The role that personality played in this process focused primarily on stereotypical differences relevant to gender. I could not escape one of the important influences of culture, the effect of gender roles in society especially in the automotive world. Because I am a woman entering into a man’s domain, my treatment was different. The initial communication with the salesperson was gender oriented in which he pointed out the specific interior features that would impress only a female. For example, the lighted mirrors for doing makeup and the beautiful interior, which offered no inclination on how the vehicle ran or stood in test records. In addition, both the salesperson and the manager both tried to push a look alike Lexus off on me to buy as if I would not know the difference between the imitation car and the genuine thing. They projected the belief that my interest concerning the automobile was primarily because of its interior and exterior beauty rather than any proven record of accomplishment on Lexus cars in the automotive industry. In the negotiation room, the communication was further condescending and one sided in which I believed to be sending the messages but the other side was not receiving the signals as such was distorted by our biological differences. In fact, I do not recall the sales manager once referring to me by my given birth name as opposed to “pretty lady.” I justly believe that if I were a man bartering about the same vehicle I would have driven off the lot with the Lexus of my choice. What becomes obvious in this scenario is that negotiations failed due to a breakdown or lack of effective communication followed by distorted perceptions and subjective judgments concerning gender. I walked into the environment prepared to negotiate knowing that the process could be time consuming and arduous. My advantages included knowledge about the particular vehicle intended to purchase, enough cash to pay for the vehicle outright or good credit to finance the overture, an ability to analyze offers and counteroffers and an understanding of the nuances involved in the concession making process. My goals and interests were clear and my ability to articulate this to the other party was straightforward. However, despite all the preparations and skills I performed, my disadvantage proposed the biggest threat to the negotiation process. Such disadvantage stemmed primarily from my inherent biological structure that inhibited any impartiality toward effective communication and successful negotiation. I realize that the goal of negotiations is achieving a valued outcome and not just an agreement (Lewicki et al, 2009, p. 519). As a strong negotiator, a person must be willing to walk away because no agreement is better than a poor one and no process should be offensive. Although I focused on achieving intended goals despite obvious negative signs or better judgment, I seemed to want to win or reach consensus more than anything at all. I almost lost sight on how degrading the whole experience had become. I realized that my decision to walk away and not look back was the best one I could have made that provided a better outcome as well. The following day I went to an authorized respectable Lexus dealer and purchased the vehicle I preferred. Because of this, I will always remember the saying “when one door closes another one opens up” as that was exactly what happened.

Business Dictionary (2009). Negotiation. Retrieved October 4, 2009, from
Lewicki, R.J., Saunders, D.M., & Barry, B. (2005). Negotiation. (5th ed.). Boston, MA: McGraw-Hill.
Merriam Webster (2009). Personality. Retrieved October 4, 2009, from
The Free Dictionary (2009). Communication. Retrieved October 4, 2009, from

Similar Documents

Premium Essay

Communication and Personality in Negotiations

...Communication and Personality in Negotiations Communication and Personality in Negotiations Negotiating is a physical contact sport. To be successful essentially one has to be skilled at convincing others to pay attention to one’s cause, deliberate the cause, and determine if the cause is worthy of his or her assistance. The negotiater does not need to make a judgment call; they need only to decide if they will allow one to move forward toward the negotiator goal. It is inevitable that whenever two or more parties make contact with each other undoubtly there will be some form of conflict. Deciding the different interests is a matter of ascertaining a commonality of benefit. Managers are proficient at forging such repositioning of individual appeal. People do the same when solving a problem. One convinces the other to contemplate alternatives in the anticipation of reaching a joint agreement. The purpose of negotiating is to enthuse or compel the other individual to concede to one’s terms. Persuading others is a necessary tool in negotiations. People are inspired by numerous emotions such as fear, a longing to be accepted, admiration for the other person, or materialism and greed. Negotiations happen every day and in various businesses, and in many official capacities such as the Government Administration, union workers, managers, leaders, police officers, individuals, and every person that needs or wants to sway another is a negotiation. This paper will provide...

Words: 1201 - Pages: 5

Premium Essay

Communication and Personality in Negotiations

...Communication and Personality in Negotiation Monica T. Salazar University of Phoenix Organizational Negotiation MGT/445 Dr. Amber Bass March 16, 2014 Communication and Personality in Negotiation In the following paragraphs communication and personalities in negotiation will be presented as to its importance and possible distractions. Good outcomes in negotiations all depend on the right personalities in conjunction with good communication. Describe a negotiation situation that you have participated (e.g., sale, or purchase of a house, car salary, etc.). The most recent negotiation situation took place for me when I purchased my 2004, Pontiac, Bonneville in 2010. This was a big purchase for me at the time, but financially I was able to do it and keep up with payments and insurance. We had a rental car from our insurance, so we did not have much time to shop for a replacement vehicle. We had up to 60 days, or when our other vehicle that was stolen was found. We settled on replacement of the vehicle, and the hunt began. Negotiations with sales people, especially car sales people, is not always pleasant. They are both too eager, and pushy or too nice, and really do not have the heart to do this kind of work. Getting the in between kind of sales person is hard to find. After being to probably about 8 dealers in several days, I refused to go shopping anymore. It was pointless, and we were having to jump through hoops. The whole idea...

Words: 1129 - Pages: 5

Premium Essay

Communication & Personality in Negotiation

...Negotiation is a part of individual’s daily lives and has a measurable effect especially in the diverse social and changes in structural factors of the current environment. Although individual differs in personality and communication, the skills in negotiations is vital to achieve success. With this in mind, that the combination of communications skills and personality does have an effect in successful negotiation situation whether in integrative, or distributive, or alternative shape. Negotiation is defined according to different cultures. According to Yook and Albert in 1998, negotiations can differ greatly across cultures on what is negotiable and what occurs in negotiations (Yook & Albert, 1998). According to Foster in his 1992, Bargaining across borders: How to negotiate business successfully, “Americans tend to view negotiating as a competitive process of offers and counteroffers, while the Japanese tend to view the negotiation as an opportunity for information sharing” (Foster, 1992, p. 272). These differences in definition also reflect on how each individual culture behave and convey messages in the negotiating table. The behavior of the person will have an impact in the perception of his or her personality that also has measurable effect in communicating his or her ideas and information in negotiating table. Communication according to American Heritage Dictionary is the exchange of thoughts, messages, or information as by speech, signals, writing, or behavior...

Words: 1206 - Pages: 5

Premium Essay

Communications and Personalities in Negotiations

...Communications and Personalities in Negotiations For a very long time, negotiations have been widely used for a variety of situations. The situations can be personal, or professional, in nature. In order to better comprehend the concept of negotiation, the roles of communication and personality must be properly analyzed. In addition, another part of the analysis must also include how these roles contribute, or detract, from the negotiation. In this discussion, the purpose will be to take a recent negotiation that has been witnessed recently, analyze how communication and personality played their roles during the negotiation, and what helped to contribute or detract during the negotiation. Negotiations are best defined as the bargaining process between two or more parties who are seeking to find a common ground to either reach an agreement or settle a matter of mutual concern or resolve a conflict ( The ultimate result of any negotiation is to get a win-win situation. The win-win situation occurs when all parties in the negotiation benefit through cooperation. During this process, the other key concepts of the negotiation are used as well. These concepts include managing interdependence, mutually adjusting to each other, creating value, and managing conflicts. Although these concepts are essential to any negotiation, communication and personality roles within the negotiation rise to the forefront as these are used to analyze different non-verbal...

Words: 1195 - Pages: 5

Premium Essay

Communication and Personality in Negotiation

...Communication and Personality in Negotiation Kevin Mason MGT/445 Sept 1, 2012 Carlos Campos Communication and Personality in Negotiation At some point or another we as individuals will find ourselves in the middle of a negotiation. This Negotiation can be in the name of saving money, time, or in some cases people just do it to sharpen their skills. Regardless of the reason, the act of negotiation will be found to be necessary at some point in our life. It has been stated that the key to a successful negotiation is that of good communication and personality. A charming personality amongst many things is one of the keys to a successful negotiation. The following research will analyze a scenario in which one is trying to negotiate buying a new car. It will give real life examples of the 7 elements of negotiation in hopes of allowing both parties to come away from the deal happy with the results. In 2005 when stationed in Iwakuni Japan, Corporal Kevin Mason decided that upon his return to the United States he would like a vehicle there for him waiting. To make this possible Cpl Mason decided tht he would partake in an offer that was available to deployed troop overseas. Cpl Mason one day decided to stop into a Military Exchange car sales. Although Cpl Mason was extremely interested in the purchase of a new car the reality was that his back account did not reflect a balance that would be enough to make such a purchase. Regardless of that situation Cpl Mason decided...

Words: 1263 - Pages: 6

Premium Essay

Personality and Communication During Negotiations

...Personality and Communication during Negotiations Larry A. LaPine MGT445 January 23, 2013 Timothy A. Fiscus Personality and Communication during Negotiations There are an unbelievable amount of demands on today's businesses. The increase in globalization, brisk changes in technology, increased competition, and deep environmental concerns have created organizational challenges as well as innovative ideas in working assignments. Within today’s high performance businesses there is a call for, and opportunity for advanced negotiation skills to play a decisive part in allowing an organization to navigate through its constant changes. Businesses use negotiation to promote current products as well as new offerings so interested consumers will spend money with their company. Negotiation is about the strategies and tactics used to identify and cultivate the marketplace for products or services. In many organizations, negotiation is the single most important concern when it comes to running a successful business. Automobile dealerships in the United States have a tendency to have their own culture. The leaders who have built these traditions know that in order to succeed, they must eagerly seek out talented negotiators. When the involved parties work together they empower others around them to follow suit and a culture of diversity is nurtured where each team member achieves personal rewards and helps to reach the goals of the organization. Thomason Automotive Group Consumer...

Words: 1329 - Pages: 6

Premium Essay

Effects of Communication & Personality in Negotiations

...Communication and Personality in Negotiation The following discourse will offer an illustration of how communication and personality play a key role in negotiations. The discussion will center on one’s testimony surrounding their interview process to transition into a more desirable career opportunity with a targeted new employer. In this dialogue, the reader will be able to determine that communication and personality of the interviewee helped to position them to receive an initial offer, negotiate to make a, and accept a new win-win proposal. Inspiration of Goals About 10 years ago after employed for approximately two years with a leading financial institution in their retail credit card division, a customer service supervisor sought to establish a new career path. The first order of business after months of deliberation became his setting of some specific career objectives. The results produced four goals: higher compensation, job growth/opportunity for advancement, stability, and better working conditions. Prior to his current employer, he previously earned $15k more. Because of a corporate reorganization and his brief tenure compared to his peers who had on average 10-plus, he became first out because he was last in. His background work experience also incorporated his managing a mid-sized call center of 63 associates with five supervisors as direct reports. As a manager, his position offered favorable growth and exciting challenge because it involved the startup of...

Words: 1296 - Pages: 6

Premium Essay

Communication and Personality in Negotiation: Cyber-Bulling Paper

...Communication and Personality in Negotiation: Cyber-Bulling Paper Name MGT/445 Organizational Negotiations University of Phoenix Date Instructor Communication and Personality in Negotiation: Cyber-Bulling Paper Bullying has been a part of student’s life since the beginning of time and has evolved with each passing generation unfortunately. When I was student in grade school bullying consisted of spreading rumors, not allowing certain people in your cliques, teasing, getting groups of people to attack a student, threats and hitting. Since this type of bullying was done in person it was more visual and adults were able to intervene in most cases. With the introduction of the internet bullying has escalated to a whole new level. Now students are able to Cyber bully other students and being limitless while doing so. Cyber-Bullying “is defined as an individual or group willingly using information and communication involving electronic technologies to facilitate deliberate and repeated harassment or threat to another individual or group by sending or posting cruel text and/or graphics using technological means” (Mason 2008). Cyber-Bullying has been slowly creeping its way into our children lives. Cyber-Bullying has become a regrettable part of school for students across the world. It can go unseen by adults, unreported by the students/victims and sadly unresolved. Nowadays, bullies are able to prey on their victims via social networking websites, blogs, cell...

Words: 1199 - Pages: 5

Premium Essay

Mgt 445 Week 1 Personality and Communication in Negotiations

...Personality and Communication in Negotiations BUS / 445 September 1, 2014 Professor Kerri Buie Negotiating the Purchase of Our Home Negotiations are constant in life and happen to anyone who interacts with other people every day. Everything from how to a project at work is handled to negotiating the chores with your spouse is handled by negotiation. Whether we are aware of this happening or not, it is a significant part of how we interact with almost everyone. With the amount of time we spend negotiating it is surprising on how little time we spend analyzing and perfecting our negotiating skills. Communication and personality are key components of any negotiation and will be the keys in a successful outcome for everyone involved. I recently was involved in intense and long term negotiations in the fall when I purchased my first house. The Personalities In the beginning phases, all of the parties that would take part in the negotiation were acquainted by various means. The real estate agent that we chose was a friend of one of my wife’s work colleagues. His wife was a mortgage broker that was to assist us with the acquisition of our loan and the eventual purchase of our home. Throughout the process, however, we switched mortgage brokers due to a colleague of mine recommending a broker who turned out to be able to acquire a better rate. The other side of the negotiation included the real estate broker for the seller...

Words: 1324 - Pages: 6

Premium Essay

Miami School Board Discirt Negotiation

...Communication and Personality In Negotiation Linda short MGT 445 January 9, 2012 Sangeeta Walsh Communication and Personality in Negotiation Individual communicate on a daily basic, he or she negotiate with friends, coworkers, family, and at home. Each element of our personal lives entails negotiation talents. The capacity to negotiate determines the boost to accomplishments, prospects, and enhances relations. Negotiating talents are not considered aspects of this country's schooling; although negotiation is used more frequently than mathematics ability, each day of the week. These talents generate the center of occupational and private lives. In our negotiation process with prioritizing in most cases are under the rule of irrational escalation of commitment. According to Lewicki-Saunders-Barry, escalation of commitment is partly individual perception and judgment (2006). According to Lewicki−Saunders−Barry, we consider negotiation as a process between individuals, within groups, organizations, between groups reaching joint agreement about differing needs or ideas.” For some people, negotiating appears easy, but other people view the process of negotiation as a conflict (Lewicki, Saunders, & Barry, 2006).  The purpose of this paper is to define communication and personality in negotiation and the roles of how they contribute or detract...

Words: 1433 - Pages: 6

Premium Essay

Communication Paper

...Communication and Personality in Negotiation Paper MGT/445 Facilitator: John Lombardi University of Phoenix Chicago Loop Campus May 14, 2012 Communication and Negotiation Paper This paper describes the possibility of cyber bulling and the negotiations that parents need to use in order to help protect and educate the own children in internet usage. This will also analyze that role of communitarian and personalities in negotiation and how they contributed or detracted from the negotiations. This will also help you have a better understanding of how the young people you are negotiating with communicate, and what personality best fits each of these individuals and will better prepare you as parent to produce a mutually successful long-term negotiation with a lasting and successful outcome. Parents can use negotiations as a tool to protect and educate their own children and other young people on their own usage on the internet and how they provide a safe environment for all users. Parents and teachers use negotiation strategies daily to protect children from the internet content that is not appropriate for all ages of children to view on the internet. Parents need to find the best way to negotiation with their children on the possible torment, threats, harassment, humiliation, and embarrassment that targets many children when they are using the internet, interactive and digital technologies or mobile phones. All of this is known as cyber bullying. Communication...

Words: 1121 - Pages: 5

Free Essay

Mgt 445 (Organizational Negotiations) Complete Course Wk 1-5l

...(Organizational Negotiations) Complete Course WK 1-5l Get Tutorial by Clicking on the link below or Copy Paste Link in Your Browser For More Courses and Exams use this form ( ) Feel Free to Search your Class through Our Product Categories or From Our Search Bar ( ) MGT-445 Wk-1 Individual – Communication and Personality MGT-445 Wk-2 Team – Power Play for Howard Part-A MGT-445 Wk-3 Individual – Negotiation Strategy MGT-445 Wk-3 Team – Power Play for Howard Part-B MGT-445 Wk-4 Individual – Miami School District Negotiation Paper MGT-445 Wk-5 Individual – Article Analysis MGT-445 Wk-5 Team – Third Party Conflict Resolution (2) MGT 445 (Organizational Negotiations) Complete Course WK 1-5l Get Tutorial by Clicking on the link below or Copy Paste Link in Your Browser For More Courses and Exams use this form ( ) Feel Free to Search your Class through Our Product Categories or From Our Search Bar ( ) MGT-445 Wk-1 Individual – Communication and Personality MGT-445 Wk-2 Team – Power Play for Howard Part-A MGT-445 Wk-3 Individual – Negotiation Strategy MGT-445 Wk-3 Team – Power Play for Howard Part-B MGT-445 Wk-4 Individual – Miami School District Negotiation Paper ...

Words: 3169 - Pages: 13

Premium Essay


...Running Head: COMMUNICATION AND PERSONALITY IN NEGOTIATIONS Negotiations are part of our everyday lives whether we know it or not. A great example is a teenager trying to convince the parents to let him/her use the family car. In that scenario the teenager will have to make great arguments on why that privilege should be granted and in turn the parents might reply with their concerns. In the following paper I will describe one of my negotiations that resulted in the purchase of a used car. The roles of communication and personality in the negotiation will also be analyzed and how they contributed or detracted from the negotiation. COMMUNICATION AND NEGOTIATIONS Prior to diving into my negotiation scenario I would like to stress the importance and the role of communication in a negotiation. “Effective Communication is directly proportional to an effective negotiation (Management Study Guide, 2012).” A negotiation is basically a discussion between two parties in an effort to reach an option or alternative that is feasible for both sides. In turn, an effective discussion is a direct yield of communication. Communication is imperative so that the other person will understand and grasp your thoughts and ideas and be able to make sense of your arguments. It is important to transfer one’s thoughts into a speech by choosing appropriate and selective words that are relevant to the subject being discussed and that will of course exclude fowl words at all...

Words: 1050 - Pages: 5

Premium Essay

Community and Personality and Negotiations

...Communication and Personality in Negotiations One of the more difficult negotiations that most people will experience in their lifetime is the negotiation process that begins when a job offer is made, and the initial disclosure of salary and benefits by the company occurs. The ensuing negotiation process is typically one that has numerous rapid back and forth communications between the company representative and the perspective employee. The method in which the perspective employee communicates their needs, wants, and desires to the company, and the personality traits of both the perspective employee and company will be key in determining the outcome. This paper will explain the communication process and the personality traits of the author and the Clinical Research Organization (CRO) he works for when negotiating a conversion from Contractor to full-time employee. Author and Company History In November of 1993, the author chose to leave the Hospitality Industry and investigate other opportunities that would utilize some of his key skills and went to work or a Clinical Research Organization. Since this was a change between industries, there was no negotiation as the salary was competitive, and the benefits were much better than anything the author had received as an employee of Marriott. The author was successful in moving up through the organization from an Invoicing Analyst to the Director of Global Invoicing based on his readiness to learn the business and key skills previously...

Words: 1483 - Pages: 6

Premium Essay

Negotiation Class

...Course Code BUS526_W4_P1: Understanding Yourself and How That Impacts Negotiation | m | Slide # | Slide Title | Slide Narration | | Slide 1 | Introduction | Welcome to Negotiation and Conflict Resolution.In this lesson, we will discuss understanding yourself and how that impacts negotiation. | | Slide 2 | Topics | The following topics will be covered in this lesson:Personality attributes;Gender and negotiation; and Communication style | | Slide 3 | Personality Attributes | Personality traits are characterized as an individual’s attitudes, cognitive processes and behaviors which correlate with their characteristics, such as aggression, shyness, helpfulness, adaptability and independence.Locus of control is a personality trait that describes an individual’s belief about the cause of or control over situations and events. Locus of control can be defined as external or internal. External tends to view fate or luck rather than personal effort as the cause of their successes or failures. Individuals with an internal locus of control believe that they have control over their actions, both positive and negative, and their destiny.Self monitoring is having the ability to adjust your behavior according to the changing demands of social situations. The two types of self monitoring are high and low. High self-monitoring focuses on adjusting your behavior according to others’ expectations. Low self-monitoring is the opposite – this is displayed when an individual is uninterested...

Words: 1172 - Pages: 5