Communication and Personality in Negotiation

Communication and Personality in Negotiation

Frank Pellicci

University of Phoenix

MGT/445

WH12BSM07

September 27, 2012

James Welch

Communication and Personality in Negotiation

A situation happened, involving negotiation and three personalities in purchasing a 2001 Ford Explorer at the dealer price of $6900. This happened in late September 2009 at a local Honda dealer. After spending two weeks going to major automobile dealers and used car lots around the city, a used Ford Explorer was in the used car lot of a Honda dealer. Stopping to look at the Explorer brought out a salesperson. The salesperson gave the standard pitch of how this particular vehicle was going to sell quickly. Walking around the Ford looking at the dents and tell tale signs of an accident, semi-ignoring the sales pitch, the question came: “How much are you looking to pay per month?” A non-response conveyed to the salesperson: This was used on this potential customer as an opening on other occasions. “For most people, bargaining and negotiating mean the same thing; however, they are quite distinctive in the way to use the two words. Using the term bargaining to describe the competitive, win lose situations such as haggling over prices at a yard sale, flea market, or used car lot; using the term negotiation to refer to a win-win situation such as when parties are trying to find a mutually acceptable solution to a complex conflict” (Lewecki, Saunders, & Barry, 2005).

The next step in looking at the Explorer was to have the salesperson get the keys to start the engine. Starting the engine gave a quick check to the positive. The salesperson suggested on going for a test drive. State Law states a person has to have an up to date license in order to test drive a vehicle. After showing the proper identification, the salesperson handed the keys for the test drive. Suggesting a...