Communication and Personality Negotiation Paper

Communication and Personality in Negotiation Paper

Communication and Personality in Negotiation

This document will explain a negotiation scenario as well as explain each term of interaction and personality and the part these play in negotiation. Negotiation is referred to as "the procedure of two individuals or groups achieving joint arrangement about differing motives or ideas, (Answers, 2008)." Negotiation can take place in different levels and locations. Some kinds of negotiation might include negotiating for a new career, the finishing of a deal, purchasing a house or even negotiating weekly jobs in the house.

Communication

Communication is viewed to be probably the most significant elements while negotiating. "In order to avert sending out the incorrect message, negotiators must be mindful of the possible issues of pragmatical miscommunication, (Lewicki, Saunders, & Barry, 2006), is significant to discern between verbal and nonverbal communication." Nonverbal communications impact negotiations with body gestures, physical atmosphere, as well as personal characteristics. Body gestures show insight into the approach of the originator. One's body gestures can show an optimistic attitude or a pessimistic attitude. Things for example personal characteristic, one's visual appearance, gestures and facial expressions; eye contact and gaze influence negotiations.

Communication is the key of negotiation. When communication is interrupted or distorted negotiations don't succeed. An individual has to learn to listen properly since listening abilities are very important in a conflict situation. While dealing with negotiations key point is the capability to ask the suitable questions. "Asking the right questions provides negotiators to receive useful information about the other party's position, affirming arguments or needs, (Lewicki, Saunders, & Barry, 2006)." By way of asking questions the negotiator will have a good idea of the scenario. "This provides the negotiators to empathize the other party's perspective by accepting an active part in debating the issue at hand, (Lewicki, Saunders, & Barry, 2006).".

Personality

Personality is a vital element while negotiating. As per (Lewicki, Saunders, & Barry, 2006) "personality has different traits such as conflict management style, social value orientation, interpersonal trust, self-efficacy and locus of control, self-monitoring, Machiavellianism, face threat sensitivity, and the "big five" personality factors." As per the (Business Dictionary, 2009) personality is a "relatively stable, consistent, and distinctive set of mental and emotional characteristics a person exhibits when alone, or when interacting with people and his or her external environment."

Conflict Management Style

Conflict is viewed as a "Clash or resistance consequent from actual or sensed differences or inconsistencies; conflict may have negative as well as positive characteristics, (Business Dictionary, 2009)." Conflict management takes care of five types. The five types of conflict managements are competing type, accommodating type, avoiding type, collaborating type, as well as compromising type. Each conflict differs from the others; for that reason, a different type is applied as per the results.

Social Value Orientation

As per (Lewicki, Saunders, & Barry, 2006) "when a person is chiefly occupied with the outcome on a personal level this

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