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Communication and personality in negotiation

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Describe a negotiation situation that you have participated in (e.g., sale or purchase of a house, car, salary, etc.). Analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation.

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Solution Summary

This detailed solution describes a negotiation situation, analyzing the roles of communication and personality in negotiation.

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I'd be happy to help. I am sure you can think of something in which you may have negotiated before....here are some things to consider:

personality: how well you like a person, what you think of their knowledge, your bias about them (perhaps irrationally based on factors that have nothing to do with negotiation: their sex,age, size, smell, or clothes). Mannerisms come into play here as well. Sales people work at being likable so that you will buy their product. They are typically gregarious.

Your personality also ...

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Sally Baldwin, Ed.D
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  • BA, University of Southern California
  • MSS, United States Sports Academy
  • Ed.D, Boise State University
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