...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 (businessdictionary.com). 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...
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...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...
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...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...
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...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...
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...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...
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...Negotiation is the process of involving different groups with different interests. In the negotiating table there is a dialogue and discussion in order to resolve the conflict amicably. Business personnel resolve standing issues by effective negotiation. This paper will analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the purchase of vehicle negotiation. Three types of Negotiation There are three types of negotiations such as integrative process, distribution process or lose win process. The integrative process is both parties fit together and negotiate with one another to find out many new solutions to a particular problem and be able to agree to it. Integrative process is a win-win situation because both parties benefit from resolving the problem. The distributive process is when one party wants to win at the cost of the other party by inflicting maximum losses which then become popularly known as win-lose situation or the zero, sum situation. The third negotiation is the lose-win situation and this is where one party loses and the other wins. Communication and Personality Negotiation is a tool in keeping pricing at a competitive rate, to reduce expenses, and increase profit. Communication is the most important piece of the negotiation process and the personalities of the parties involved in negotiations play a large role in the way the agreements form. The most important factor can be the shape of the negotiation...
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...Cell Phone Negotiations Shyretta Christopher University of Phoenix MGT/557 Negotiations, Power & Politics Dr. George R. Monk January 19, 2015 Cell Phone Negotiations In the world, cell phones have turned out to be the jump for the device. It is a demand and by way of that, it has converted into a money business. It can carry on making money as a spreading skill on the cell phones. Value is significant but has the accepting how to labor with dealers with not the same cultural backgrounds, gender, and personalities are equally important. In this paper, it will explain how this all comes together for a negotiation between the Chinese (female) and Americans (male). The American team seeks a cell phone price of $6 per unit and symbolizes the following Hofstede’s cultural dimensions: individualistic, low-power distance, low-term orientation and low-context. The American team wants an inexpensive price. The other team is an all-female negotiating team from China that offers cell phones with a $9 per unit price tag. The Chinese team wants a merchant for their cell phones which permits them to make proceeds. The Chinese side symbolizes the following Hofstede’s cultural dimensions collectivistic, high-power distance, long-term orientation and high context. Gender difference, personalities and culture has an influence on the negotiation. Also, it will give details on how each side’s perceptions, cognitions, and emotions also played a part in the negotiation. Chinese...
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...Negotiations Analysis MGT/445 February 22, 2012 Negotiations Analysis The purpose of this analysis is to describe a negotiation situation that occurred between a client and hair care provider/owner of a hair salon. The goal of the client was to procure services from the salon owner at a discounted rate so that she could continue to patronize the salon. The hair care provider/owner’s goals were to retain the client, provide a quality service, and create a positive relationship of customer loyalty and satisfaction, and maintain her bottom line. Effective Communication The process of negotiation began with effective communication between the client and hair care provider. The client informed the hair care provider that she no longer could afford to continue her patronage because of financial disparity. The client made it clear to the provider that she enjoyed the services; valued the honesty and loyalty that the hair care provider displayed over the years, and wanted to continue to patronize the hair care provider’s establishment. The hair care provider communicated her appreciation of the client, expressed her desire to maintain her relationship with the client, and was willing to negotiate a term that would be a win-win for the client as well as maintaining the bottom line. In this situation both parties clearly expressed their objectives, thus was able to build trust and negotiate a mutually beneficial agreement. The negotiation between the two parties took place to resolve...
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...Running head: COMMUNICATION AND PERSONALITY IN NEGOTIATION 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...
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...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...
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...Negotiations Name University of Phoenix Management 445 Instructor Date Abstract Communication techniques are an important part of these skills. Communication is the most important aspect of negotiation. Communication is a dialogue in which each person explains his or her position and listens to what the other person is saying. During this exchange of views, proposals are made, and concessions explored. The reason for communication is for each party to gain something from the negotiations table. The consumer is looking for a bargain and the salesman is looking for a profit at the end of the negotiation. A major weakness of inexperienced negotiators in any cultural context is their inability to listen carefully to what the other person is saying. Their main concern is usually to present their case and then to counter objections made by the other side. This approach can only lead to a monologue, not a discussion. The perception that good negotiators talk continuously and dominate the discussions to achieve optimum results is false. In reality, skilled negotiators spend more time listening, and asking questions to ensure that they understand fully the other side than in talking. The ability to listen effectively is fundamental to the success of any business negotiation. Good listeners do more than listen - they think, analyze, assess what the other side is saying. They hear everything that’s being said, using each word as a negotiation ploy, By listening...
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...Communication and Personality in Negotiation Communication and Personality in Negotiation Negotiations occur on a daily basis in every part of life. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings among nations, and in personal situations such as marriage, divorce, parenting, and everyday life (Wikipedia, 2012). Negotiations have fundamental characteristics and strategies to promote a successful negotiation. The negotiation process involves two or more parties that try to gain an advantage over the other party when each party reaches an agreement. A simple compromise is the sole outcome of a negotiation. Some major differences between two competing philosophies of negotiation There is negotiation by negation, where one side wins everything and the other loses all and creative negotiation where both sides win. Negotiation by negation is also seen as bargaining. Bargaining or haggling is a form of negotiation where the buyer and seller dispute terms or conditions on how the exact nature of a transaction will take place. The final result in this style of negotiation ends in a win lose situation for each party. Negotiation by negation involves the idea only one of the negotiating parties can be the winner. In the creative negotiation approach the ultimate goal is for parties to find a mutual beneficial solution through the negotiation. It can be difficult to reach a solution if the parties involved in the negotiation focus...
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...Communication and Personality in Negotiations Paper Negotiations are an important part of life and people do more negotiating than they realize. Negotiations are not always about large elaborate issues. Negotiations can be about topics such as who will cook and who will clean up. They could be about where the family will go to eat dinner or what movie they will go see. Negotiations take place on grander scales too. In the business world, negotiations could be multimillion-dollar deals being negotiated or small issues like what type of new copier to purchase. Simply, negotiations are a part of everyday life realized or not. Negotiating is comprised of many elements. Communication is obviously an important element of negotiating. Without some form of communication, it would be impossible to complete a negotiation. Communication is “an activity that occurs between two people: a sender and a receiver” (Lewicki, Saunders, & Barry, 2006, p. 163). Many forms of communication are involved in negotiations. Types of communication include verbal communication where two parties actually speak to each other, either in person or over an electronic device, such as a telephone. There are nonverbal forms of communication, such as facial expressions, hand gestures, and body language, used during face-to-face communication. In addition, there are nonverbal types of communication that are used in electronic communication, known as emoticons and are a way for the person writing the e-mail, blog, or...
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...MGT/445 Version 1 Organizational Negotiations February 14, 2012 – March 19, 2012 Augusta Inniss, Facilitator Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Students will be held responsible for understanding and adhering to all policies contained within the following two documents: University policies: You must be logged into the student website to view this document. Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies at the beginning of each class. Policies may be slightly different depending on the modality in which you attend class. If you have recently changed modalities, read the policies governing your current class modality. Course Materials Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide. Mason, OH: Thomson/SouthWestern. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall. Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston, MA: McGraw...
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...each other's self and other assessments? not, why do you think you see the behaviors differently? If rffib PERToRmHcE CoMPEiENct Es FoR THts CHnprER o e To understand communication as a Process To learn rules for effective iistening and speaking in "lt is a greal misfortune neither r o o o negotiation To learn communication filtering techniques for negotiation To recognize signs of destructive conflict in negotiation and what to do when they arise To learn to watch body language in negotiation To be cautious in written and electronic negotiation lo have enough wit to talk well nor enough judgment to be silenl." La BruYere 85 86 ChaPter 6 ' Communicating in Negotiation 87 tion is essential for negotiating success. The opening quotation summarizes the essence of negotiation communication. your goal shouldbe to say the right things in the right ways at the right times and to hear. what you say must be understood as you iniend it to be effective. saying the right things in the right ways is necessary for your message to be understood. Hearing the othei parties is neiessary for you to say the right things at the right timei. Communi- Do you communicate when you speak, or do you just make noise? Is what is written here communication, or just noise? Communica- soltrce encoding, the channel, decoding, and the receiver (Berlo 1960). The is the person originating the...
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