...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
...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...
Words: 1348 - Pages: 6
...Cell Phone Negotiations MGT 557 April 8, 2013 Cell Phone Negotiations In today’s society, cell phones have become and necessitate and also have become a billion dollar business. Distributors of cell phones look for maximum profit by buying from manufactures’ at the cheapest price. Not only does price matter in negotiations, but considerations for individual differences such as cultural differences must occur for the outcome of a negotiation to be successful. In today’s economy, it is not uncommon for companies to go overseas for cheaper manufactures’ cost to increase profits. However, American companies who wish to compete internally in manufacturing products face the high labor costs in the United States compared to foreign countries. In this paper, the author will discuss a negotiation between a Chinese and an American negotiation team over cell phone cost per unit and possible influences that go into the negotiations such as gender difference, personality, culture and perception, cognition, and emotion. Summary of Cell Phone Negotiation The negotiation involves two teams, the all-American negotiating team from the United States and...
Words: 992 - Pages: 4
...The Link Below To Purchase A+ Graded Material Instant Download http://budapp.net/BUS-526-Assignment-3-Strayer-New-BUS526A3.htm Assignment 3: The Role of Communication and Personality in Negotiation Negotiation involves people interacting with other people. How you communicate and react with people can be the difference between a successful or unsuccessful negotiation. Use the Internet to locate two (2) different major negotiations: one (1) that displays the role of communication and personality in a successful negotiation and one (1) that displays those roles in an unsuccessful negotiation. Write a six to eight (6-8) page paper in which you: 1. Describe the two (2) negotiations you chose to study. 2. Determine why the successful negotiation was effective. Determine why the unsuccessful negotiation was not effective and propose suggestions that could have positively affected the outcome. 3. Evaluate the role of personality attributes in the selected negotiations. 4. Determine how communication affected the outcomes of the negotiations. 5. Identify the different ways in which a negotiator may try to influence the other party. Determine which method of influence was the most effective in your selected examples. 6. Formulate a strategy that would build trust and improve both negotiations based on relationships. 7. Use at least three (3) quality academic resources in this assignment. Note: Wikipedia and other Websites do not qualify as academic resources. Your...
Words: 318 - Pages: 2
...those who hold a position of authority and may utilize the power that comes from their position, as well as their personal power to influence others. Whereas the informal leaders are those without a formal position authorities within the organization but demonstrate leadership by influencing those around them through personal forms of power. From the class we came to know Leadership is about articulating visions, embodying values, and creating the environment within which things can be accomplished and it is the process of influencing the activities of an organized group toward goal achievement.We came to know that there are few traits that show relatively strong relations with leadership. And the best example of a trait approach is the charismatic leadership. The important traits are discussed below. 1. Intelligence: Observed general mental ability correlates with leadership, whereas the actual intelligent has smaller correlation. * (Emotional Intelligence): This one will allow predicting leadership beyond the general mental ability. And also people with high EQ demonstrate a high level of self-awareness, motivation, emphathy and social skills. 2. Personality (the Big 5) : It is positively correlated with leader rise & leader effectiveness. It is called Big 5 model, because it rates an individual according to O C E A N (personality traits) Openness, Conscientiousness, Extraversion, Agreeableness, Neuroticism. 3. Self-esteem: The higher the self-esteem of...
Words: 1452 - Pages: 6
...Research Working Papers Series When Does Gender Matter in Negotiation? Hannah Riley and Kathleen L. McGinn September 2002 RWP02-036 The views expressed in the KSG Faculty Research Working Paper Series are those of the author(s) and do not necessarily reflect those of the John F. Kennedy School of Government or Harvard University. All works posted here are owned and copyrighted by the author(s). Papers may be downloaded for personal use only. 1 When Does Gender Matter in Negotiation? Hannah Riley John F. Kennedy School of Government, Harvard University 79 JFK Street, Cambridge, MA 02138 (617) 496-4717 Kathleen L. McGinn Graduate School of Business Administration, Harvard University Soldiers Field, Boston, MA 02163 (617) 495-6901 The authors thank Linda Babcock, Max Bazerman, Jim Sebenius and the reviewers of the 2002 Academy of Management meeting for their helpful comments on this paper. 2 3 Abstract We propose that two situational dimensions moderate gender effects in negotiation. Structural ambiguity refers to potential variation in a party’s perception of the bargaining range and appropriate standards for agreement. Gender triggers are situational factors that make gender salient and relevant to behavior or expectations. Based on a review of field and experimental data and social psychological theory on individual difference, we explain how structural ambiguity and gender triggers make negotiations ripe for gender effects. 4 Gender often appears to...
Words: 8018 - Pages: 33
...Cell Phone Negotiations Shannon Moe MGT557/Negotiation, Power, and Politics March 21, 2016 Augusta Inniss Cell Phone Negotiations Cell phones have become a necessity in the lives of people of all ages around the globe. Because of this, the mobile phone industry is a billion dollar industry. As in any business, cell phone distributors look for the lowest possible purchase price from manufacturers to make the highest profit. This strategy is standard for companies in a global economy and negotiations must occur to get the lowest possible price. The difficulty is in negotiating with suppliers around the globe with different cultural backgrounds. Consideration of such things as gender, personalities, culture and perception are a must for each negotiation. Not doing so could result in loss of profitability and growth. Typically most distributors look overseas for manufacturers because of the cheaper labor rates abroad. This paper will evaluate negotiation styles of Chinese and American teams' negotiation for the lowest possible cell phone manufacturing price using Hofstede's cultural dimensions theories. Hofstede's theories use four dimensions to describe differences in cultures and negotiation styles including individualism-collectivism, power distance, career success vs. quality of life and uncertainty avoidance. The cultural differences of each team are described and then a scenario of how the negotiation would go is developed (Lewicki, Barry, & Saunders...
Words: 1382 - Pages: 6
...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
...Introduction International business is not just about nationalities, it is also about cultures. Cultures influence negotiation styles, values and communications. Image a situation where a Japanese supermarket manager negotiating with an American salmon supplier with their own negotiation styles: the Japanese negotiator want to extent the length of negotiation in order to seek the best result of the deal, but the American negotiator treats time as money and he/she wants to quickly reach the agreement (Evans & Richardson, 2010). This essay will firstly discuss the definitions of culture and negotiation, and then it will discuss cultural influence on negotiation and its behaviour; finally it will suggest possible strategies in addressing difficulties caused by cultural differences. This essay will argue that cultural impacts increase the difficulties of cross-culture negotiation, but negotiators can successfully manage the difficulties by increasing their knowledge of different cultures and continuously practise relevant strategies. Culture Culture is a term that can be explained in many different ways. According to Alon and Brett (2007), culture is a process of socialisation that people learn a shared pattern of behaviour and affective understandings. These patterns distinguish one group of people from another. Carrell, Shank and Barbero (2009) also state that culture is not physical elements but the perceptions that members consider them. People from the same culture usually...
Words: 1872 - Pages: 8
...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
...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
...frequently a personal trait of the individual. A personal assistant for example, who has lower status in the organisation may also possess a degree of high expert power because they have extensive knowledge of how the business operates such as knowing where everything is located or are able to deal with difficult situations. Lewicki et al. (1985:249) states that people and countries will act sensibly when they have used up all other available possibilities. In any negotiation situation, expert power is the most standard type of power that is applied. Expert power consists of the persuasive nature of the information itself. It pertains to the amassing of information and how it is presented and is used with the intent of changing of how a counter party views the issues. It is the contention of Lewicki et al. (1985:251) that expert power is a unique kind of information power. Information power can be applied by any individual who has studied and prepared their position prior to the start of a negotiation. According to Lewicki et al, expert power is rendered to any individual who are perceived as having mastered and organized a great abundance of information. Lewicki et al. believe that there are processes that a negotiator can use to establish their expertise in the mind of the other party: By quoting facts and figures. By 'name dropping'. By referring to documented...
Words: 4419 - Pages: 18
...Communication and Personality in Negotiation Negotiation is the act by two parties who discuss, transact, and come to an agreement, which is mutually beneficial to both parties, (Dictionary.com, 2011.) Negotiation happens daily, whether people believe they are or not. Parents negotiate with their children to do chores, husbands discuss big purchases such as a new car or house with their spouse, and children negotiate with friends, siblings, and schoolmates for trinkets and small favors. During negotiations, a persons’ personality, mood, and bias can color what each party may receive out of the transactions. This paper will discuss a personal negotiation concerning how to buy a new vehicle. In addition this paper will illustrate how communication, personality, and body language influenced the negotiation environment, and how personal bias can play a part in the agreement process. Buying a Car Perry and his wife Holly have been married almost three years, when his three boys came to visit for the summer. Included in the family was Holly’s son, Tony. What was once a small family of three increased to six, once the boys landed in Little Rock at the airport. Current transportation consisted of a small four-door Corsica and a two-door brown Thunderbird that was not a trustworthy vehicle. The vehicle situation was not an acceptable accommodation if the parents decided to take everyone on a family outing. Perry and Holly decided they needed to find a much bigger vehicle. The chosen...
Words: 1454 - Pages: 6
...Individual Differences in Negotiation Effectiveness There are mainly four factors that influence how effectively individuals negotiate- a) moods/emotions b) Personality c) Culture d) Gender A) MOODS/EMOTIONS- The influence of moods/emotions depends upon the type of negotiation as well. In distributive negotiations, it is seen that negotiators who are in a position of power or have equal status and who show anger, negotiate better results because their anger results in concessions. Negotiators, when angry, feel more focused and assertive when striking a bargain. On the other hand, for those in less powerful position or lesser stature, displaying anger can only lead to bad outcomes. Similarly, anxiety also tends to have an effect on negotiations. For example it was seen that individuals experiencing more anxiety about a negotiation used more deceptions in dealing with others. Moreover, anxious negotiators expect lower outcomes, respond quickly to an offer and exit the process too early, which leads them to obtain worse outcome. These all moods are related to distributive negotiations. In Integrative negotiations, positive moods and emotions appear to lead to more integrative agreements. Positive mood resulting in creativity and productivity may be one of the reasons. B) PERSONALITY TRAITS Personality traits and outcomes are related very weakly. It is seen that negotiators who are extrovert are not very successful in distributive bargaining, because extroverts...
Words: 996 - Pages: 4
...Communication and Personality in Negotiation Everybody negotiates on a regular basis. People negotiate at work, at home, with friends, family, and coworkers. According to Answers.com (2008), “Negotiation is the process of two individuals or groups reaching joint agreement about differing needs or ideas” (para.19). Oftentimes people negotiate and are unaware they are negotiating. For some people, negotiating appears easy, but other people view the process of negotiation as a conflict (Lewicki, Saunders, & Barry, 2006). Analyzing the roles of communication and personality in negotiation and how they contribute or detract from the negotiations will be reviewed. Included will be an example of when I have participated in a negotiation situation. Verbal and Nonverbal Communication “Negotiation is a process of communication in which parties aim to ‘send a message’ to the other side and influence each other” (Beyond Intractability, 2003-2007). Communication techniques are a vital role in negotiating. Negotiating is about effective communications. When negotiating, communication occurs at two levels, the logical level and the pragmatic level (Lewicki, Saunders, & Barry, 2006). A logical and pragmatic message received by the other party is communication. What is said is not the only point, the information inferred, intended, conveyed, or perceived is a vital factor. Thus, tremendous care must be taken to direct pragmatic messages. In order to avoid sending the wrong message negotiators...
Words: 273 - Pages: 2