Communication And Personality In Negotiation Paper

1129 words - 5 pages

Buying a car, buying a house, budget cuts, salary increases, and installment payments, are all examples of negotiations that take place in people's daily lives. Negotiations take place with family, friends, coworkers, and sales clerks. Negotiations are discussions that are about to happen, are in the process of happening, or have happened in the past and produced consequences for the future (Lewicki, Saunders, & Barry, 2006). The following paper will analyze the roles of communication and personality in negotiations. In addition, this paper will analyze how communication and personality contribute to or detract from negotiations. Lastly, this paper will describe an example of a negotiation situation the author experienced.Negotiations DefinedNegotiations are examples of problems, issues, and dynamics. Negotiations occur for several reasons (1) "to agree on how to share or divide a limited resource, such as land, or property, or time (2) to create something new that either party could do on his or her own, or (3) to resolve a problem or dispute between parties" (Lewicki, Saunders, & Barry, 2006, p. 2).Verbal and Nonverbal CommunicationThe goal of negotiations is to send a message to the other side to influence his or her decision-making. Having effective communication skills and being able to read peoples personalities and traits is an effective tool in negotiations. Verbal and nonverbal communication techniques are used to send negotiations messages. Misunderstandings and discrepancies happen easily in communication because everyone has different personalities. Verbal negotiating occurs at two levels, the pragmatic level, and logical level. Both levels are communication messages, which are sent to the other party. When negotiating, negotiators need to be aware of pragmatic and logical messages in order to avoid potential issues for miscommunication. Nonverbal communications are just an important as verbal.Nonverbal communications are forms of communication that are not part of the written or spoken language used to communicate. Personal attributes, body language, and physical environment are just three types of nonverbal communication. These types on nonverbal communication affect negotiations as much as verbal communication. For example, personal attributes such as physical appearance and eye contact can affect negotiations. If a person is conducting business, he or she needs to dress professional and maintain eye contact with other side in order to communicate effectively. Facial expressions and gestures with the hands or body are also personal attributes that can affect communications. Body language provides clues to peoples attitudes and shows his or her positive or negative feelings. For example, arms crossed while negotiating show signs of disapproval and negative feelings. Lastly, the physical environment can create nonverbal messages that can help negotiators. Examples of physical environment are distance between people,...

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