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MGT 445 Week 2 DQ2

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Running head: COMMUNICATION AND PERSONALITY NEGOTIATION 1
Communication and Personality in Negotiation
Name
University of Phoenix
MGT/445
July 18, 2011
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COMMUNICATION AND PERSONALITY NEGOTIATION 2
Communication and Personality in Negotiation
This research paper is to explore the role of communication and personality in terms of
negotiation as well as a situation is also exemplified to describe tenure of communication and
personality. Negotiation is known as the process handling a conflict or an issue by the involved
parties to resolve the matter through discussion that ultimately leads to an agreement by the
involved parties or groups. It also refers to bargaining for a product or coming close to a business
deal.
Negotiation can be at different places and on different grounds irrespective of boundary
limits. Some of the example for a negotiation situation may include negotiating to purchase a
new car, house, or a product, negotiation for salary range when hired, or negotiating for the
working hours.
Communication
Recognized as one of the most significant key areas involved during the negotiating
process is communication. The basic objective of negotiation is to influence the decision of
another party, and the ability to understand the personality traits of another party is an effective
tool in negotiation. Verbal and nonverbal communications are two basic techniques to send the
negotiation memorandum.
Verbal communication occurs at two levels, pragmatic, and logical level. Both are the
source of communication messages intended to send to the other negotiating party. Whereas,
nonverbal communication includes body language, physical environment, and personal
attributes.
Communication is the basic mean of negotiation. Negotiations are always proved
unsuccessful when interrupted or imprecise with communication. The listening skills are an

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COMMUNICATION AND PERSONALITY NEGOTIATION 3
essential part of communication. One should be able to listen and understand patiently the
standpoint of another party. Effectively dealing with negotiation includes an imperative factor,
which is the ability to ask the correct and to the point questions.
Asking the correct questions allows negotiators to obtain valuable information about the
other party’s position, supporting arguments or needs, (Lewicki, Saunders, & Barry, 2006). It
envisages a clear vision of the situation to the negotiators. This allows the negotiators to
understand the other party’s position by taking an active part in arguing the issue at hand,
(Lewicki, Saunders, & Barry, 2006).
Personality Traits
An impressive personality is a crucial part of effective negotiation along with
communication. This is important to understand how it helps the negotiation to perform
effectively, the various aspect of personality traits are as follows:
An individual should not pretend to be efficient as if he is happy with the deal, do not
fake the things.
One should be sincere and serious during the negotiation, prepare himself for the deal,
and study well the different aspects of negotiation.
Honesty plays a vital role during negotiation, do not lie for self-interest, be honest with
the deal.
Personal appearance also plays an essential role in negotiation, one should be dressed
well to enhance his or her personality as the saying goes, “the first impression is the last
impression.”
Patience is very important in negotiating; an impatient person cannot prove as a
successful negotiator.

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Anonymous
Excellent resource! Really helped me get the gist of things.

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