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
Berens, L. V. & Nardi, D. (1999). The sixteen personality types: Descriptions for self-discovery. Huntington Beach, CA: Telos Publications.
Budjac Corvette, B. A. (2007). Conflict management: A practical guide to developing negotiation strategies. Upper Saddle River, New Jersey: Pearson Education.
Flouri, E. & Fitsakis, Y. (October, 2007). Minority matters: 12 angry men as a case study of a successful negotiation against the odds. Negotiation Journal. doi: 10.1111/j.1571-9979.2007.00156.x
Johnson, R. A. (1993). Negotiation basics: Concepts, skills, and experiences. Newbury Park, CA. Sage Productions.
Fonda, H. & Rose, R. (Producers), & Lumet, S. (Director). (1957). Twelve angry men (Motion picture). United States: MGM Studios.
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.
Fisher, Roger, William Ury, and Bruce Patton. Getting to yes: negotiating agreement without giving in. 2nd ed. New York, N.Y.: Penguin Books, 1991. Print.
Negotiations are supposed to begin in a positive way in which the negotiators consider the needs and wants of the others involved and their shared interests and interdependencies.... ... middle of paper ... ... References Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practice.
Cervone, D., Pervin, L. A. (2008). Personality: Theory and research (10th Ed.). New York: Wiley.
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.
Funder, David C. The Personality Puzzle. 6th ed. 2013. New York: New York: W.W. Norton & Company.
Nunez, Mark. "12 Angry Men." University of San Francisco. University of San Francisco, April/2000. Web. 11 Dec 2011. .
Abigail, R. A., & Cahn, D. D. (2011). Managing conflict through communication. 4th Ed. Boston: Allyn and Bacon.
Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way betwee...
Juror 8 's success in persuading the other 11 jurors was a direct result of his having effectively followed the stages of the negotiation process. In Conflict Management, five stages of the negotiation process were identified as preparation, introduction, initiation, intensification, and closing (Budjac Corvette, 2007). In 12 Angry Men, juror 8 utilized preparation, introduction, and intensification stages to effectively persuade the other jurors.
Matthews, G., Deary, I. J., & Whiteman, M. C. (2009). Personality traits. Cambridge, UK: Cambridge University Press.
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.
Friedman, H. S., & Schustack, M. W. (2012). Personality: Classic theories and modern research (5th ed). Boston , MA, USA: Pearson