Communication and Personality in Negotiations

Communication and Personality in Negotiation

Communication and personality are imperative to successful negotiations whether in business or personal. Negotiations take place every day without the individual acknowledging the fact. This paper will analyze the roles of communication and personality in negotiation and how they contributed or detract from the negotiation.

Negotiation

As a buyer for a The Coca-Cola Company, communication and personality play a large role in negotiating competitive prices for consumables and equipment with current and future vendors. Negotiation is a process by which two or more parties are trying to reach an agreeable decision (Lewicki, Saunders, & Barry, 2006). Developing negotiation skills are necessary to succeed personally (buying a car or negotiating with family members to reach a mutual decision) or professionally (purchasing consumables or negotiating with coworkers/managers to reach a decision that is agreeable to all parties). Understanding the needs and desires between the parties help ensure successful negotiations. The organization needed to purchase a gas chromatogram system valuing over $359,000. The buyer was responsible to obtain the best price from a chosen vendor because of their consistency for producing quality products. The buyer had a budget of $270,000 and needed to negotiate with the sales representative to stay within the budgeted amount. Realizing the conflict in the price and budget will be needed be communicated to the other party so that both parties can negotiate with the money that is available. Both parties also negotiated by choice because they can improve the outcome decision (Lewicki, et al., 2006). The vendor knew that another department within the company had purchased the same type of equipment for $300,000 and believed that they can have the same results. However, the current department cannot exceed the budget. The sales representative tried different alternatives so that the company can pay...