Communication and Personality in Negotiation Paper
Communication and Personality in Negotiation
Nathaniel Bolton
University of Phoenix
MGT/445
Dr. Amber Bass
August 11, 2009
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). Oftentimes 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). Analyzing the roles of communication and personality in negotiation and how they contribute or detract from the negotiations will be reviewed. Included will be 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). 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 all forms of communication that are not part of the language that we speak or write” (para. 4). Three types of nonverbal communication that affect negotiations are body
Nathaniel Bolton
University of Phoenix
MGT/445
Dr. Amber Bass
August 11, 2009
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). Oftentimes 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). Analyzing the roles of communication and personality in negotiation and how they contribute or detract from the negotiations will be reviewed. Included will be 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). 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 all forms of communication that are not part of the language that we speak or write” (para. 4). Three types of nonverbal communication that affect negotiations are body
References: About.com (2008). The "Big Five" Personality Dimensions. Retrieved on August 8, 2009. from http://psychology.about.com/od/personalitydevelopment/a/bigfive.htm Answers.com (2008). Negotiation. Retrieved on August 8, 2009, from http://www.answers.com/topic/negotiation Beyond Intractability (2003-2007). Negotiation. Retrieved on August 8, 2009, from http://www.beyondintractability.org/essay/negotiation/ Cellich, C., & Jain, S.C. (2004). Global Business Negotiations. Manson, OH: Tomson South-Western Lewicki, R.J., Saunders, D.M., & Barry, B. (2006). Negotiation (5th ed.). New York: McGraw-Hill Irwin. Nonverbal Communication (unknown). Ch 5 - Nonverbal Communication. Retrieved on August 8, 2009, from http://www.acq.osd.mil/dpap/cpf/docs/contract_pricing_finance_guide/vol5_ch5.pdf Peter Barron Stark & Associates (2000). Nonverbal Negotiation Skills. Retrieved on August 8, 2009, from http://www.everyonenegotiates.com/negotiation/nonverbalnegotiation.htm