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Communication and Personality in Negotiation Paper

Autor:   •  March 5, 2012  •  Term Paper  •  978 Words (4 Pages)  •  1,945 Views

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A negotiation performs many roles in life and is a skilled art that demonstrates the ability to reach a mutual agreement inadvertent of the situation. Regardless of personality type, the ability to negotiate is widely recognized as a form of powerful communication. Communication demonstrates good judgment of all available channels and translates one’s ability as a key facilitator and adept negotiator. This paper will address a negotiation situation that I have participated in. Analyze the roles of communication and personality leading up to the negotiation and discuss how it detracted from the outcome.

Negotiation Situation

“Negotiation is defined as a discussion among individuals where everyone contributes equally to reach to a conclusion benefiting all.” (Management Study Guide, 2008).

A negotiation situation I have participated in is the purchase of my first home. At the time the real estate market started to flourish and the scramble for me to own a home wasn’t the only caveat to achieving the American dream. My wife and I had two children, a third on the way with a small amount of money tucked away at a local community bank. The thought of providing a home for an impending family life change, was the positive action required of me to meet growing responsibilities, so I thought. I developed an action plan not really understanding that the rewards would only come from my actions prior to the negotiation.

Roles of Communication and Personality

To bargain successfully one needs to be able to confront when necessary, and keep decisiveness and empathy in balance when negotiating. Oral expression is a key factor in assuring conformance to all communicative decisions. Communication conveys an impression, promotes a favorable image of organization, and emphasis of one’s productive assertiveness. The polished and confident speaker excels in delivering impromptu remarks, extemporaneous speaking, and is a powerful communicator in adverse settings. In negotiations, communicating clearly and concisely demonstrates clear strategic direction, credibility, and confidence.

“The intellectual is different from the ordinary man, but only in certain sections of his personality, and even then not all the time.” (George Orwell, 1942). Personality is defined as,” the complex of characteristics that distinguishes an individual or a nation or group; especially: the totality of an individual's behavioral and emotional characteristics.” (Merriam-Webster, 2012). In negotiations communication and personality play an increasingly important role in the process of satisfying the bargaining cycle. To address a negotiation the demand of cognition, detailed information, and statistical components concentrates on analyzing essential facts. The role of emotions takes interest in the negotiation and actively participates


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