Negotiation: Roles of Communication and Personality

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Interesting topic! One approach to help you with an assignment like this one is to provide an illustrative example, and information to draw on for your final copy. This is the approach this response takes, I also attached a very helpful resource on personality and negotiation to consider, some of which this response is drawn.

RESPONSE:

1. Using the concepts and terms related to negotiation in which you describe a negotiation situation such as the sale of a product. In this be sure to analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation. I need about 1700 words.

The following information should help get you started.

The roles of communication and personality in negotiation are not to be overlooked. The sales negotiation process can seem like a miserable chore when the parties involved resort to underhanded tactics and sneaky methods or do not use communication techniques that match the personality of the buyer. One of the most important aspects of effective negotiation is that everyone leaves satisfied, not feeling like they've been swindled out of a good deal. To prevent this cheated feeling, the salesperson needs to follow a strategy for her or his negotiations. No matter what she or he is selling, or to whom, the salesperson needs a reliable negotiation strategy, a master plan, that enables both parties to succeed in the deal. Without a solid strategy in place and the right tools for the job, the salesperson is likely to succumb to ineffective negotiation tactics and may end up losing sales or not getting the best outcome for you and your company (Negotiate Any Sale).

However, an effective sales negotiator also needs to consider the personality and negotiation style of the customer, and the role of communication based on the unique personality of the customer. For example, while enthusiasm works with the Extrovert and Amiable, the Pragmatic and the Analytic will not respond well if there is too much of it! The sales negotiator will therefore ask probing questions of the Analytic and the Amiable but remembers that the Pragmatic and the Extrovert will want answers not just questions. Extroverts and Amiable are moved by and respond to emotions, but Pragmatics and Analytics do not decide based on emotions (Personality and Negotiation). (See the attached resource)

Illustrative Example:

In the negotiation of the sale of a house, for example, ...