Communication and Personality in Negotiation

Running head: COMMUNICATION AND PERSONALITY IN NEGOTIATION

Communication and Personality in Negotiation

University of Phoenix

Organizational Negotiations~MGT 445

January 6th, 2009

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Communication and Personality in Negotiation

Everybody negotiates on a regular basis. People negotiate at work, at home, with friends, family, and coworkers. According to Answers.com (2008), "Negotiation is the process of two individuals or groups reaching joint agreement about differing needs or ideas" (para.19). Often times people negotiate and are unaware they are negotiating. For some people, negotiating appears easy, but other people view the process of negotiation as a conflict (Lewicki, Saunders, & Barry, 2006). This paper will analyze the roles of communication and personality in negotiation and how they contribute or detract from the negotiations. This paper will also will give an example of when I have participated in a negotiation situation.

Verbal and Nonverbal Communication

"Negotiation is a process of communication in which parties aim to 'send a message' to the other side and influence each other" (Beyond Intractability, 2003-2007).

Illustration showing fashion throughout the centur...

A wink is a type of gesture.

English: A woman and a man performing a high five.

With many techniques of communication and quite a few different personalities, it is easy to have discrepancies and misunderstandings in communication. Communication techniques are a vital role in negotiating. Negotiating is about effective communications. When negotiating, communication occurs at two levels, the logical level and the pragmatic level (Lewicki, Saunders, & Barry, 2006). A logical and pragmatic message received by the other party is communication. What is said is not the only point, the information inferred, intended, conveyed, or perceived is a vital factor. Thus, tremendous care must be taken to direct pragmatic messages. In order to avoid sending the wrong message negotiators must be aware of the potential issues of pragmatic miscommunication (Lewicki, Saunders, & Barry, 2006). According to Nonverbal Communication (unknown), "nonverbal communications include...