Negotiation

Communication and Personality in Negotiation Paper

This paper is going to describe a negotiation situation between the author of this paper and the owner of her company in regard to salary. This paper will describe the negotiation that took place and then will analyze the roles of communication and personality while explaining how they contribute to or detract from the negotiation.

Negotiation Background

The author of this paper was an independent contractor who was hired for a temporary position at a general contractor corporation whose focus was on building parks and site work jobs. The project manager on site liked the work the author did and thought she would be a good fit in the company as a permanent employee. When negotiations started in regard to salary many items had to be discussed. The author of this paper wanted to either make enough to cover paying for her own benefits, like health care and 401k, or she was willing to make less and have those benefits incorporated into her benefits through the company.

Communication and Personality

Communication takes a large role in negotiations, whether it is in person or one sided, using e-mail or another message receiving device. According to Lewicki, Saunders, and Barry (2006), “Senders and receivers each have goals and objectives, things they want to accomplish. The sender may want to change the receivers mind about an issue or secure concessions to a negotiated agreement. A receiver may not want to have his or her mind changed or to make a concession.” In the case of the owner of the company hiring his temporary employee on full time, the temporary employee has specific expectations for salary and benefits as stated prior. The owner of the company, in this case the sender, wanted to offer less than what the author of this paper, the temporary employee, wanted to accept. In this case there was a $7,000 a year difference. The author of this paper also wanted to benefits on top of the $7,000 more than...