Communication and Personality in Negotiation

Topics: Negotiation, Management Pages: 3 (1120 words) Published: September 13, 2010
Communication and Personality in Negotiation Paper
RaLonda Blacklock
August 23, 2010
MGT/445 – Organizational Negotiation – Jerry Tuttle

This paper is about my negotiation skills and personality of time management. I will analyze the roles of communication, my personality in negotiation, and the contribution and detraction from the negotiation process. Negotiation is a process between two or more parties in hopes of arriving to a mutual agreement. Negotiation requires a common goal and in most cases includes: communication, a relationship, commitment, interest, alternatives, options, and legitimacy, which are also known as the elements of negotiation. Peter Starks says “negotiation is not an event, it is a process” (n.d.). Negotiation is a choice where two parties battles to the end to reach an agreement of the desired choice. The negotiation process in itself requires time, therefore to negotiate an issue against an issue is redundant, but it happens. The question to ask is how do you negotiate with time? I find myself negotiating time on several occasions, which is primarily because of poor time management. In most cases my schedule if filled with a variety of tasks to complete, because of many jobs and responsibilities that I have. So my negotiation process begins with prioritizing. Prioritizing is an aspect of time management that helps to determine the most important task to the least important task. Prioritizing also helps determine the amount of time needed to complete each task. In my negotiation process with prioritizing in most cases are under the rule of irrational escalation of commitment. According to Lewicki-Saunders-Barry, escalation of commitment is partly individual perception and judgment (2006). My commitment to the various tasks I face daily or perhaps weekly causes me to negotiate the time of when to complete each task and how to do it effectively under the time straint I am under. The problem is when I am not allowing for...

References: Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston: McGraw Hill. Retrieved August 17, 2010 from University of Phoenix online e-text material.
Stark, Peter. (n.d.) Negotiation: Putting Time and Information on Your Side. Retrieved August 23, 2010 from http://www.perterstark.com/files
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