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    Negotiation: personality and communication

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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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    Once I was involved in a car negotiation, one in which my parents were buying a car. It was interesting. At the third dealer we visited, they found a beautiful Chrysler, built in Canada, which was a better environmentally built car. It also had low mileage and none of the problems usually involved in used cars. While they had been looking for a new vehicle, this one actually better met their wants and needs.

    My father is very laid back and non confrontational. My mother is as well, unless someone underestimates her or tries to get her to agree with something she knows is incorrect. She is very good at knowing and understanding her bills and how to figure up the costs of new bills. She has an amazing ability to estimate a car payment or other credit/loan payment in her head within a few dollars or cents. She is, however, not educated. And sometimes, people try to make her feel like she is not smart enough. She did raise four strong children and so manipulating her is not usually going to work.

    The car dealer salesman was very gung ho, wanting to sell the car or any car. He made several attempts at selling my parents more expensive cars, but ...

    Solution Summary

    Analyzing the roles of personality and communication in a real negotiation.