Negotiations Essay

1137 Words Dec 8th, 2012 5 Pages
Communication and Personality in Negotiation

Communication and Personality in Negotiation
Negotiations occur on a daily basis in every part of life. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings among nations, and in personal situations such as marriage, divorce, parenting, and everyday life (Wikipedia, 2012). Negotiations have fundamental characteristics and strategies to promote a successful negotiation. The negotiation process involves two or more parties that try to gain an advantage over the other party when each party reaches an agreement. A simple compromise is the sole outcome of a negotiation. Some major differences between two competing philosophies of negotiation
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He points to the importance of taking the creative approach.” According to American Express Company (2012), “In win-win negotiation you have to try to understand what is important to the other side. If they do not value things you value and vice-versa, it is tough to find a good solution. Win-win comes from each side getting something they want. That can only work if you truly understand what the other side really wants, and it is not mutually exclusive from what you want. And it is unlikely that they will tell you what you need to know, so you have hard work to figure it out.”
Personality Theory In negotiation the personality theory emphasizes different types of personalities determine the negotiation process and the outcome. A behavioral theory defines distinction between soft-liners and hard-liners. Research shows hard-liners as warriors and soft-liners as shopkeepers. This research varies from region to region and can take place more in the rural and semi-urban areas versus the city. (Wikipedia, 2012). One who possesses an impressive personality is also a great communicator. In negotiation a charming personality is essential to be an effective negotiator. To help in effective negotiations a person can posses certain personality traits to aid in successful negotiations. Be Yourself A person must be their self in a negotiation. A person should be happy with what the

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