Mgt 445 Week 1 Individual Assignment Communication and Personality in Negotiation Paper

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Communication techniques are an important part of these skills. Communication is the most important aspect of negotiation. Communication is a dialogue in which each person explains his or her position and listens to what the other person is saying. During this exchange of views, proposals are made, and concessions explored. The reason for communication is for each party to gain something from the negotiations table. The consumer is looking for a bargain and the salesman is looking for a profit at the end of the negotiation. A major weakness of inexperienced negotiators in any cultural context is their inability to listen carefully to what the other person is saying. Their main concern is usually to present their case and then to counter objections made by the other side. This approach can only lead to a monologue, not a discussion. The perception that good negotiators talk continuously and dominate the discussions to achieve optimum results is false. In reality, skilled negotiators spend more time listening, and asking questions to ensure that they understand fully the other side than in talking. The ability to listen effectively is fundamental to the success of any business negotiation. Good listeners do more than listen - they think, analyze, assess what the other side is saying. They hear everything that’s being said, using each word as a negotiation ploy, By listening attentively, a negotiator can obtain valuable information about the other side and eventually gain more negotiating power. Effective listening contributes to identifying alternatives and options not considered during the preparatory phase. (Geneva, 1997)


Shopping is one of the most enjoyable past time interactive events. Smaller item purchases are not usually bargain over by consumers nor will most consumers negotiate for smaller items although the price is incorrect, because worst case scenario is a return before 30 days, or a loss of a few dollars....