Communication And Personality In Negotiation

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Communication and Personality in Negotiation Paper This paper will define the word negotiation and provide selected concepts and terms relevant to understanding the process of a negotiation. “Negotiation occurs when the parties prefer to invent their own solution for resolving the conflict, when there is no fixed or established set of rules or procedures for how to resolve the conflict, or when they choose to bypass those rules” (Lewicki, Sanders and Barry, 2005, p. 7). One of my personal negotiation experiences with purchasing the home I currently live in will be provided for examples and concepts of the negotiation process. To fully understand the negotiation an analysis of the roles of communication and personality in negotiation and how each contributed to the negotiation will be provided. Definition of Negotiation A negotiation is “to confer with another so as to arrive at the settlement of some matter and to arrange for or bring about through conference, discussion, and compromise” (Merriam-Webster, 2008). An important concept to understand is a negotiation happens when at least two parties voluntarily negotiate in order to move through the “give and take” process to reach a compromise or movement from the original parties’ position because there is a need to achieve the preferred outcome from both parties. The characteristics of negotiation are there has to be at the very least two parties or sides. Then there is an issue or conflict that needs resolution with the goal of progressing towards a final solution. Either parties or sides have a choice to participate in the negotiation process by voicing their needs or wants. In order to have an effective compromise both sides need to have effective communication in order to start the negotiation process by stating each parties opening position; then advance through the entire negotiation process until the
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