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Communication and Personality in Negotiation Paper

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Communication and Personality in Negotiation Paper
Ja Wanda S. Melton-Ward
MGT 445
Artie Dukes

Negotiation is mutual discussion and arrangement of the terms of a transaction or agreement.   This paper will analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation.   The paper will also include a description of a negotiation situation that the author has participated in for the sale of a cell phone.   “Negotiation is not a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby; it is something that everyone does, almost daily”   (Lewicki, Saunders, and McGraw Hill, 2006   ).

      Negotiations occur for several reasons: (1) to agree on how to share or divide a limited
resource, such as land, or property, or time; (2) to create something new that neither party
could do on his or her own, or (3) to resolve a problem or dispute between the parties.
Sometimes people fail to negotiate because they do not recognize that they are in a negotiation situation.   On Friday I found myself in negotiations over the price of a cell phone.   T-mobile is the cell phone company in which I have service with.   Radio Shack is an electronic retail store, which sales cell phones along with other electronics.   Their cell phones prices are usually cheaper than going directly to the telecommunications company.   Most retail stores does price matching “(price matching is when one retail outlet offers to sell something for the same price you’d purchase it for somewhere else).” (Conjecture corporation 2010).   The price of Radio Shack’s Samsung Gravity T cell Phone was free and Radio Shack’s Samsung Galaxy S Vibrant was $99.99, both phones were on my list to purchase.   Before I purchase these phones I had to go to the T-mobile store to handle something about my contract with them.   While I was inside the store I asked the representative if, I...

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