Communication and Personality in Negotiation

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Communication and Personality in Negotiation Paper Dealing with coworkers, children, friends, salespersons, and other entities on a daily basis requires negotiation. Some reasons for negotiation are (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 neither party could do on his or her own, or (3) to resolve a problem or dispute between the parties. (Lewicki, Saunders, & Barry, 2006, p,2). The premise is to reach an agreement such in the context of purchasing or selling a high priced item. Experts in negotiating maintain that several characteristics are fundamental to negotiations. However, for the purpose of this paper, personality, and communication are the focus and their implications in contributing to or detracting from the negotiation situation. Personality and Communication A basic requirement is to have two parties meaning two persons minimum, in this case, for a negotiation setting. The parties involved will bring both their personalities and communicating skills to the table. How each party views the other’s personality and the way they each use their communication skills will determine the outcome of the reason for the negotiation. Robbins and Judge (2009) stated, “…personality as the sum total of ways in which an individual reacts to and interacts with others” (p. 105). It is the personality or traits, such as the degree of assertiveness and cooperation that will enhance or degrade the negotiation for each party. Communicating is only one factor responsible for the outcome of negotiation but is vital to communicate the offer and counteroffer. Underlying motives communicated during negotiations can influence each party’s actions. Communication is a dynamic process influencing shifts or changes in offers, negotiators influencing each other, and several internal and

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