Communication and Personality in Negotiation Paper

The act of negotiating happens on a daily basis sometimes without people even noticing. When thinking about negotiations, car purchases, salary increases, and buying new homes are obvious examples of negotiating. Nonetheless, negotiations are simple as deciding where to eat with a friend or family member.

There are three main reasons for negotiating; deciding on how to split or share a limited supply, the reation of a new idea that involves more than the immediate parties, and to resolve issues between individuals involved (Lewicki, Barry, & Saunders, 2006). Everyone who has bought a new car knows that it is an exciting period in one’s life, though a stressful one. The pleasantries start and end with the car itself as the stressful side to it is the negotiating with the dealership. Purchasing a new car is sometimes nerve racking and leads people to rush through the process Just to get it over with.

Unfortunately, rushing is the last thing one should do because with the amount of oney on the line, it is important that the purchaser understands the full parameters of what they are buying. Having the basic understanding of car negotiations through research and patience, will make the car buying experience much more enjoyable and worthwhile. Conducting Research Purchasing a new or used car has become must easier and fulfilling with the use of the internet. The internet is an open door resource to the car buyers where they can research dealer inventories, actual costs, consumer reports, and so much more.

With his information, a buyer can be more prepared when walking through the doors of a dealership. Having the knowledge of how much a dealer has paid for the car immediately allows the consumer to gauge if the dealer’s offer is reasonable or absolutely ridiculous. Before even stepping foot on the lot, knowing how much the car a buyer may want costs with all the desired options will allow a new buyer to negotiate effectively. Information is a strong mutual basis for power (Lewicki, Barry, & Saunders, 006) Witn this intormation, perspective buyers may nave the upper nand against a greedy dealership.

Information is Power The power of information comes from each party or each negotiator have the ability to gather date that supports their position or argument. The majority of new car purchasers dislike the sight of a car salesman approaching as they enter the lot. Though this may be common throughout society, the ultimate purpose of the salesperson is to assist and serve the customer. The dealership is completely independent unless the car buyer decided to purchase. If the sale doesn’t go through, the sales person, the management team, and the dealership will not get paid. Closing the deal is more important to the dealership.

Therefore negotiating is the only way for both parties to get what they want. The best strategy for a consumer is to know exactly what they are looking for, such as a Sudan, SUV, 4WD, etc. Then test drive what meets those requirements and get an initial quote. Dealerships and car salesmen will expect a commitment from potential consumers, but it is important that there are no promises made on the initial visit. They may seem desperate and even provide sob stories, anything to close a sale, but staying firm and stating that here will be no purchases on the first visit is important in starting the negotiating process.

Consumers who live in locations with various dealerships have an advantage because they can compare prices during negotiations which will get them closer to their desired price. As with other items supply has a direct effect on price. Dealerships will in most cases not allow a potential buyer to walk out with a quote in writing because they wouldn’t want it to be matched or beaten by another dealership. Emotionless and Effective Communication When negotiating for any reason, it is important that one stays focused on facts ather than involving emotion and ego (Lewicki, Barry, & Saunders, 2006).

Negotiating is essentially interactive communications through the use of verbal and nonverbal communication skills in efforts to resolve a conflict. Ineffective communications introduce negotiation problems, which is why it is critical that the negotiators efficiently. If negotiators know that humans communicate ineffectively, then this can lead to a better and more cautious approach to negotiations. Asking questions is a great way to increase the amount of information known as well as a great tactic to egotiating.

The more questions a negotiator may ask, the more they may learn about the opposition which will give them the upper hand in negotiations. Without actually listening to the answer, the question is as pointless as communicating ineffectively. Therefore when asking information seeking questions, it is important that one waits and listens to the answer that is full of the information one may seek. Depending on how you perceive the answers, this information can have multiple meanings and in identifying those meanings without offending the opposition can be difficult.

There exist three types of listening; passive, acknowledgement, and active listening. Passive listening is where the message recipient provides no reaction of the information accuracy. Without responding, the sender will continue to send information. Acknowledgment involves a little more effort on the recipient’s end where they acknowledge that they are receiving the information which is being sent by the sender. This can include a constant eye contact, a nod, or responses such as “sure”, “l see”, or “go on. ” This style of listening displays acknowledgement that the recipient is earing everything the sender is explaining.

However it also gives the misinterpretation that the recipient agrees with the opposition. The third type of listening is active listening, where the receiver repeats or restates the sender’s information through their own interpretation and words. Active listening in the negotiations is a great way for one to encourage the opposition to elaborate on their views. This creates an open dialogue from one end and allows the receiver to have a clearer concept of what the opposition beliefs are and their supporting information.

Studies on the effects of negotiation conflicts date back to the 1950’s (Lewicki, Saunders, ; Berry, 2006). Similar research continues today where studies examine the fact-based variables like gender, ethnicity, age, marital status, socioeconomic status, and cultural background. Negotiations don’t Just happen in hostage situations or when buying a car. They occur on a daily basis from determining salary increases or where the family should eat for dinner. The reason for the negotiation doesn’t matter, what matters is the art in which one negotiates.

If done properly, the egotiation could end in a positive manner by resolving the conflict. By gathering the appropriate information, organizing it accordingly, in taking available information from the opposition, and weighing the facts of both ends, negotiating may be far less complex. Effective communication in the verbal and nonverbal form is important to overall success. Organized information, effective communication, and active listening are important assets to effective negotiations.

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