Personality can influence relationships, processes, style, and tactics during the negotiation process. Negotiating success can be attributed to the negotiator understanding his or her personality while being aware of the personalities of others (Budjac Corvette, 2007). Many times people understand themselves but do not fully understand their effect on others. A negotiator needs to take note of the common types of behaviors that people exhibit during negotiations when determining how the negotiation will unfold. In the movie “Twelve Angry Men”, juror number eight demonstrates an understanding of the effect of personality and behavior when building relationships, setting moods, and gaining power (Fonda & Rose, 1957).
To understand the effect personality has on negotiation one must first understand what personality is. According to Berens and Nardi, personality is both inborn and conditioned by the environment (1999). An individual’s personality consists of layers that build from the inside out. The core self exists from the day a person is born. The core self begins in a person’s DNA and defines ones predisposition to behave certain ways. The core tendencies one possesses can influence how one adapts, grows, and develops. This developed self is influenced by ones choices, interactions, and roles. The final layer of one’s personality is called the contextual self. This layer of one’s personality describes how one behaves in a given situation. Considering the interrelated layers that form an individual’s personality one can see that there are key components of personality that can affect a negotiators interaction (Budjac Corvette, 2007). Emotional stability, conscientiousness, locus of control, competitiveness, and se...
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...ming alliances and exposing bad behaviors a viable tactic for attaining juror number eights goal for the negotiation.
References
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Douglas Stone, Bruce Patton, and Sheila Heen, of the Harvard Negotiation Project (HNP), wrote the book, Difficult Conversations: How to Discuss What Matters Most. Viking Press originally published the 234-page book in 1999. This self-help book, ISBN 0-670-88339-5, is available for purchase on Amazon for $24.95.
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Negotiations are a part of daily life whether we are aware of them occurring or not. In everything that we do there are preferred end results and the end results are likely to affect more than one person. The goal in this however, is to ensure that all parties are equally benefited from the actions and reactions that occur to create that end result. While some dealings are done in a more subtle manner without a great deal of negotiation per say there are other situations that would warrant more vocalized mutually acceptable compromises. The purpose of this paper will be to effectively explain a situation of which required negotiation on the part of both parties that almost all of us have endured and that would be the process of buying a vehicle.
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The quietness and patience juror 8 displayed caused tension amongst the other jurors creating careful and adequate (Flouri & Fitsakis, 2007, p.453) deliberations. Juror 8 's circle of influence (Covey, 2013) directly influenced the other jurors’ circle of concern (Covey, 2013) when forcing them to question their thought process. Juror 8 chose a collaborative negotiation (Budjac Corvette, 2007, p. 63) method when deliberating with the other jurors immediately handing down guilty verdicts for the defendant. Furthermore, juror 8 used his ACES to help the other jurors cross the creek (Budjac Corvette, 2007, p.
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Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.
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Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin