Communication and Personality in Negotiations

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Communication and Personality in Negotiation
MGT 445

Communication and Personality in Negotiation
Negotiation refers to win-win situations such as those that occur when parties seek a mutually acceptable solution to a complex conflict (Lewicki, Saunders, & Barry, 2006). Successful negotiations involve preparation. This means to gather information and understand the objectives of all parties. Good preparation also provides confidence. When one is prepared for a big meeting his or her confidence shows. Negotiations occur every day internally and externally within organizations, couples, parents and children. Negotiation is a process to solve problems between two or more people who willingly have conversations about differences with an attempt to reach a mutual resolution of the issue. Negotiation entails partakers to recognize concerns in differences, informs each party about the needs and interests, produce potential agreement alternatives, and haggle over provisions of the outcome. Successful negotiations produce an exchange of services, tangible items such as money, or intangible items such as an apology. An example of a negotiation situation I have participated in is the sale of 400 school bus tires. I was working with a local dealer in Virginia that just lost the contract with a local school district. I attended a trade show event with this dealer and met with the decision makers that explained to me that another dealer and manufacturer beat our price for the upcoming school year. This resulted in the competitor winning the contract. The breakdown came because my company could not hold the current price through the end of the school year; I could only hold it for another quarter. That was not going to work for them because the funds for the budget were not available until the month after the end of the quarter. I got the pricing extended for an additional 30 days as long as they took delivery of the tires during that time. I figured this would not...
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