Communication and Personality in Negotiation
Norbert Von Lotten
Business/445
2/25/2013
Instructor: Chris Pahl

To determine the importance of communication in the negotiating process is an understatement. More often than not, it means everything in reaching a positive outcome. So what is negotiation? Simply put, it is nothing more than a discussion between a group of people or two or more individuals to reach a pact that would satisfy all. The big question is “During the negotiation process, how is an effective dialogue reached?” Over the years I have participated in and witnessed several, sometimes high level negotiations where thousands of dollars were at stake, and from those experiences nothing seems more apparent to me than communicating well and establishing trust. In my world there is a rule: “An effective communication is directly proportional to an effective negotiation”. I have certainly found that to be a true statement. A clear path of communication can only intensify the overall negotiation process. However, the task of negotiating may sound like a simple task, but it does take some skill to be effective. Being overly opinionated or shouting one’s ideas is not a discussion or a negotiation. That is simply arguing. A discussion is basically exchanging one’s ideas, opinions and concerns between two parties. I personally look at negotiating and/or communicating as an art form that helps improve things like expanding one’s vocabulary, increasing ones confidence level when speaking, creating better listening skills and the ability to compromise. The other party can in no way know what you mean or your intentions unless they are shared and expressed in a way that can be understood. It takes practice learning how to seamlessly convert thought into speech using words that are relevant to the topic. It’s also important not to make