Communication & Personality in Negotiation 1

Communication & Personality in Negotiation 1

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Negotiation is the process by which two or more parties come together to try and create a mutually agreeable decision (Miller, 2007). Typically, both parties look to gain from the decision, which is why negotiation can sometimes be difficult and time consuming. In order for both parties to "win", there will need to be some give and take while reaching a decision. In this paper, we will be looking at Chris's experience purchasing his first car. Negotiating with a car salesman is an act that not many people look forward to, especially when purchasing your first motor vehicle. We will analyze the role of communication and personality during this negotiation and how they contribute or detract from the negotiation. In many cases during a negotiation, it is not what is communicated, but how it is communicated that leads to a resolution. We will analyze the communication methods and personality traits that Chris utilizes with the salesman in order to purchase a car at a price that he is comfortable with.
As stated before, the goal of a successful negotiation is for all parties to win. From a business perspective this is important in retaining customers and keeping the business successful. When one of the parties feels like they are losing out on the negotiation, they may be less inclined to do business in the future.
In order to understand the communication methods used by Chris and the car salesman, we first must understand what each party’s overall objective is. Chris wants to purchase a car at a price that he is comfortable with. The car salesman wants to obtain as much profit as possible without turning Chris away from the purchase. The salesman knows that turning Chris away from the sale can be done many different ways, however knowing specifically what not to say isn’t an exact science. The salesman needs to understand who Chris is and what type of personality he is dealing with. This is a difficult goal to...