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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 vehicle would need to accommodate four boys ages 15, 14, 12, and 9, as well as two adults and all the paraphernalia and accessories associated with fishing, or camping, flying kites, and a day spent playing at Magic Springs or exploring museums. Husband and wife decided a minivan was the right choice for their needs. A minivan would fit everyone comfortably, allow room for stretching out,

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