Communication and Personality in Negotiation

Negotiation is important in most business transactions especially those that involves selling or purchasing of high valued commodity. Personality contributes either positively or negatively to the communication ability of a person. Personality therefore plays an important role in determining a person’s communication power in the negotiation process. This essay focus on a sale situation that involved the sale of a house and in the process negotiation was applied. The essay therefore analyzes the role played by communication and personality in the negotiation process.

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In any business transaction, the price of the product measures the success of either of the parties involved in that particular business activity. The buyer succeeds if he or she obtains the commodity at a cheaper price, while the seller succeeds if he or she disposes the commodity at a relatively high price. The recent participation in purchase of a house clearly demonstrates that communication and personality plays an important role in determining negotiation power.

After meeting the seller of the house through a friend, I requested him to mention his preferred price for the house, which he did. I then told him that there was nothing wrong with the price but we needed to have a discussion concerning the price. The seller agreed to have a discussion concerning the price with me and in the discussion; I mentioned my proposed price that was below the market price. The seller then continued and gave his price that was slightly above my price then I proposed a price that was below his new price but above my previous set price. This process continued steadily until we agreed on a price that I could afford. In the process of negotiation, communication and personality played a central role in determining the direction and the rate of success in negotiation.

Communication is important in any negotiation and the success in the purchase of my house mainly depended on good communication from the beginning. In the process of purchasing the house, the first step was to convince the seller that I was interested in buying the house. Through good communication, I was able to convince the seller of the house that I was not only interested in buying the house but also ready to meet the cost.

Communication is the most effective method through which one can demonstrate his or her thoughts and ideas. In the purchase of the house, communication enabled me to express my thoughts and ideas to the seller of the house. At the beginning of the negotiation, process communication enabled me to express my intention of owning the house. During the negotiation process through good communication, I was able to express my ideas and thoughts of the best price for the house to the seller of the house.

Personality determines the effective of communication in the negotiation process and therefore one’s personality determines one’s negotiation power (Onaitis, 1999). In the process of purchasing the house, my personality contributed positively to my negotiation ability. From the beginning of the process, the seller of the house noted that I was sincere and therefore he was ready to accept my offer.

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Patient is the next personality that contributed to the purchase process and therefore it played an important role in determining my success. The process of negotiation is long and difficult and therefore success in the process was determined by the level of patience. Finally, my strong Persuasion power played an important role in determining the direction that the negotiation process took (Sussman, 1999). Through my strong persuasion power, I was able to convince the owner to overlook other potential buyers of the house and sell the house to me. Through my strong convincing power, I was able to influence the seller of the house to accept that the right price for the house is approximately my proposed price. In addition to that, my strong convincing power enabled me to influence the seller into believing that my suggestion on price was appropriate.

References

Onaitis, S. (1999). Negotiate like the big guys: How small and mid-size companies can balance the power in dealing with cooperate giants. Aberdeen: Silver Lake.

Sussman, L. (1999). How to frame a message: The art of persuasion and negotiation. Harvard: Harvard Business Publishing.

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