Communication and Personality in Negotiation

Essay by paper10University, Bachelor'sA-, November 2008

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Behavior is a key factor in the performance and effectiveness of any person, whether it be in the workplace, shopping or simply out with friends. Everyone negotiates his/her personal and professional lives and this is an important part of the competitive modern life today. Negotiations occur anywhere from dealing with people, business contracts, and services, buying products, official matters and relationships. James Poon (1998, p. 41) expressed that negotiation was a basic human activity. The world is like a giant negotiating table that people can negotiate many different things in different situations. This paper will discuss the roles of communication and personality in negotiation and how they contribute and detract from negotiations. This paper will also will give an example of when I have participated in a negotiation situation.

Negotiation involves two or more parties who each have something the other wants and attempt to reach an agreement through a process of bargaining when all parties have both shared and opposed interests (De Janasz, Dowd, Shneider, 2002).

Another view of negotiating is that each party can block another party from attaining the goal of the negotiation. Negotiation theorists have pointed out several approaches to negotiation. not only distinguish between positional bargaining, which is competitive, and also make the distinction between soft, hard, and principled negotiation, the latter of which is based on cooperative principles, which look out for oneself as well as one's opponent (Fisher, Ury and Patton, 1991).

James Poon (1998, p. 42) describes in a different manner that negotiation can be classified as distributive or integrative, in which distributive is defined as competitive win/lose bargaining, but the second type is a more productive type of negotiation. In distributive bargaining strategy, it only focuses on achieving immediate goals with little regard for building future relationship, while in integrative bargaining...