Communication And Personality In Negotiation Essay

1360 words - 5 pages

People negotiate everyday in various situations. People negotiate about jobs, about residence, among friends, relatives, employers, coworkers, professionals and clients. Negotiation is a process involving two or more individuals or groups coming to a joint agreement to resolve complex issues of dissimilar solutions. A favorable outcome in negotiations is a win- win situation for everyone. Some people view the central part of negotiations as the give and take method to reach an agreement. According to Lewicki, Saunders and Barry, "Negotiation is a complex social process" (p3 Lewicki, Saunders, & Barry, 2006). The roles of communication and personality will be analyzed in this paper and how they contribute to or detract from negotiations and there is an example of a personal negotiation situation that I participated in.Negotiation is manner of communicating in which participants' goal is to influence each other (Lewicki, Saunders, & Barry, 2006). Negotiations depend on communication" (Nierenberg, 1995 p2). People have their own stance, goals and interest, so it is not difficult to have discrepancies and confounding communication. Effective communication processes are very important to successful negotiations goals and to finding solutions to conflicts. During negotiations, communication happens at the logical and the pragmatic level. A pragmatic and probable message obtained by another party transpires communication. The point is not what is said, the inferred, perceived, determined and expressed message is an essential factor. Thus overwhelming care must be attained to manage pragmatic messages (Cellich & Jain, 2004). Non-verbal communication involves each style of communication that does not include the spoken or written language. It is communication without words. Nonverbal communication such as body language, personal features and physical environment affect negotiations. Body language exhibits awareness into the approach of the originator. The body language of an individual can display a positive attitude or a negative attitude. Body orientation such hands on the hips conveys confidence or a positive attitude whereas wringing hands can display insecurity. Nonverbal messages can be communicated in the physical environment including aspects such accessible space, personal distance or proximity to others and these messages very important to negotiators (Introduction to Non-Verbal communications). Eye contact, fixed stare, facial communication, physical presentation and body language affect negotiations (Non-Verbal Negotiations Skills).Excellent communication is essential to negotiations. When communication is misunderstood, interrupted or altered, negotiations fail. Several techniques for better communications are listening more, talking less, questions and specific communication such as conditional questions (Cellich & Jain, 2004). Role reversal is another technique for improving communication in negotiations (Lewicki, Saunders,...

Find Another Essay On Communication and Personality in Negotiation

12 Angry Men: The Importance of Personality in Negotiation

1191 words - 5 pages people exhibit during negotiations when determining how the negotiation will unfold. In the movie “Twelve Angry Men”, juror number eight demonstrates an understanding of the effect of personality and behavior when building relationships, setting moods, and gaining power (Fonda & Rose, 1957). To understand the effect personality has on negotiation one must first understand what personality is. According to Berens and Nardi, personality is both

Communication and collaboration of different learning styles and personality traits

955 words - 4 pages another as the same with learning styles.Misunderstanding and being misunderstood is a common conflict in team relationships. As previously discussed learning styles and personalities can be quite different; thus it can form communication barriers. However, through proper assignment of tasks and application of each member's personality trait in conjunction with their learning style; an understanding of material by each individual style and trait

Character Personality Types in Pride and Prejudice

1750 words - 7 pages “Pride and Prejudice” was written by Jane Austin and published in 1813. Since its publication, Pride and Prejudice has remained a hugely popular book with multiple film adaptations. The success of “Pride and Prejudice” can be attributed to many factors such as its idyllic setting, the strained romance between the two main characters and the witty dialog. However, the relatability of the characters and the abundance of personality types reflected

Nature and Nurture in Personality and Behaviour Development

2278 words - 9 pages IntroductionSince the first attempt to study nature and nurture in the development of personality and behavioural traits over a century ago, the question that has divided developmental psychologist is whether nature or nurture has the greater bearing (Plomin, 2002). Those with the stance of genes having the predominant influence on development are the naturists, and those opposing them, the nurturists, argue that the surrounding environment

Communication and Marriage Communication plays an immense role in effective

1958 words - 8 pages Communication and Marriage Communication plays an immense role in effective relationships. Communication is a process by which information is exchanged between individuals through a common system of symbols, signs, or behavior. The short stories "This Blessed House" and "A Temporary Matter" by Jhumpa Lahiri both focus on the kind of communication you need in an effective relationship. This essay will discuss the different types of communication

SQC: Road to Freedom and Quest to Independence in Personality

1670 words - 7 pages dual benefits to the institution. The students other than the circle members would be benefitted as the problems they are facing would be solved. In the course of solving the problem, the circle members would learn and inculcate various essential skills. These skills sum up to a wholesome development in the personality of students. Proposition: SQC teaches us to be free and independent. In this article we are looking at different teachings of

Social Behavior and Personality in Relation to Social Media Usage

2226 words - 9 pages Identity Suicide? Differences in Privacy Concerns, Internet Addiction, and Personality Between Facebook Users and Quitters. Cyberpsychology, Behavior & Social Networking, 16(2), 1-6. Tong, S., Van Der Heide, B., Langwell, L., & Walther, J. B. (2008). Too much of a good thing? The relationship between number of friends and interpersonal impressions on Facebook. Journal Of Computer-Mediated Communication, 13(3), 531-549. doi:10.1111/j.1083-6101.2008.00409.x Wilson, K., Fornasier, S., & White, K. M. (2010). Psychological predictors of young adults' use of social networking sites. Cyberpsychology, Behavior, And Social Networking, 13(2), 173-177.

Structure and Functioning of the Personality in Freudian Psychoanalytic Theory

2499 words - 10 pages Structure and Functioning of the Personality in Freudian Psychoanalytic Theory Sigmund Freud, as the creator of psychoanalytic theory, has begun his career as a neurologist, treating patients with hypnosis to cure hysteria. Because it had almost no affect on curing the patient, he discovered the method of free association, in which patients say whatever comes to their mind. By listening and noticing what patients were

Personality Traits and Eating Disorders in Wasted by Marya Hornbacher

2307 words - 10 pages eating disorders do so silently, undetected by friends and family. Personality Traits of someone with an Eating Disorder In her book, Wasted, Marya Hornbacher discusses the dark side and complexity of the personality of someone with an eating disorder. In many ways, there is a set personality for people with eating disorders. They have a typical “Type A” personality, meaning they are perfectionists. Anorexics tend to be more reserved and

Analyzing Turn-Taking in Multiparty Conversations: Power, Integration, and Personality

2880 words - 12 pages are unconsciously being imposed, broken, or followed, as well as , as hidden hierarchies and social barriers within group dynamics. Works Cited Bonvillian, Nancy. 2010, 6th ed. ¨Communicative Interactions,¨ Chapter 5 in Language, Culture and Communication: The Meaning of Messages. Englewood Cliffs, NJ: Prentice Hall. Ochs, Elinor and Carolyn Taylors. 2009. ¨The ´Father Knows Best´ Dynamic in Dinnertime Narratives.¨In Linguistic Anthropology: A Reader. Pp.431-449. Malden, MA: Blackwell.

Criseyde's Personality in her Thought Life and Reality

2673 words - 11 pages seems as if she does genuinely like Troilus and wants to just be with him for pleasure; but she doesn’t want to reveal this to anyone or confront it in her thoughts. Instead, she seems to look for a reason to like Troilus and justify a relationship with him. Criseyde’s behavior varies with the degree to which she wants to constrain her true personality in front of Pandarus and Troilus. Criseyde seems to want to be in control of her feelings, but as her thoughts reveal, she is confused as to how she should behave. This leaves the reader open to expect anything from Criseyde, since her behavior is at times quite the opposite of how she is in her thoughts.

Similar Essays

Communication And Personality In Negotiation Essay

912 words - 4 pages Communication and Personality in NegotiationIt is commonly understood the mind can recall particular events with more emotion than other events in life. The power of positive encouragement should not be soon forgotten when dealing with loved ones. A French author in the yearly 1500s named Francois Rabelais said, "Time, which wears down and diminishes all things, augments and increases good deeds, because a good turn liberally offered to a

Communication And Personality In Negotiation Paper

1129 words - 5 pages 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

Communication And Personality In Negotiation Paper

1018 words - 4 pages At the Greater Orlando Aviation Authority (GOAA), negotiations are a daily process in which some decisions are made. Negotiations can be between the GOAA itself, between the GOAA and its vendors and finally between GOAA and the Union. Negotiations are must in this type of industry in order to make all operations fall into place and to make everything run as smooth as possible.Inter-Organizational NegotiationDecision must be made on a daily basis

Car Buying And Negotiations, Roles Of Communication And Personality In Negotiation

1151 words - 5 pages more.From the board room to the lunch table negotiations take place in daily life. Regardless of the reason for the negotiation if done properly odds are good some thing will be divided, created, or resolved. By gathering and organizing available information, and understanding the opposition's approach of each side can attempt to gain power over the other. Negotiators should also remember that affective communication involves more then just