Case Study Assignment Help on Roles of Communication Introduction Negotiation refers to a procedure of involving the various groups having different interests with the assistance of 
discussion and debate with an aim to resolve conflicts pleasantly. It is a practice that is used to arrive at mutually satisfactory terms and conditions between two more than two parties concerning the dealing of the products or resources they have (Carter, 2003). Almost all businesses and individuals confront conflict at some or other point of their life, and need to employ some method for resolution. In these kinds of situation, negotiation is an effective method for all to reach at settlement so that all involved could attain justified benefit (Jain, 2005). Today, almost all individual negotiate in their personal or occupational life deliberately or instinctively. Here, in this paper, a negotiation example related to my own salary is described before joining a company, to understand how communication and personality make an impact on the process of negotiation. This paper, analyze the role played by communication and personality in my own personal negotiation situation.
Role of Communication in Negotiation Negotiation is a process of communication, in which parties involved send message to the other side and try to influence each other. Communication plays a key role in the process of negotiation. If all elements of negotiation are summarized, it seems as interpersonal communication (Carter, 2003). Negotiation is all about effective communications. At the time of negotiation, communication occurs at two levels, the logical level and the pragmatic level. A logical or pragmatic message received by the other party is actually communication (Chaturvedi, 2004). Here, what is said by a party to other is not only important as how information is inferred; planned, conveyed, or perceived is also a very important factor (Spangle & Isenhart, 2003). Therefore, tremendous care needs to be undertaken while delivering direct pragmatic messages. In regard to avoid this, it is essential for negotiators to develop an understanding and awareness regarding the pragmatic miscommunication issues. In addition to verbal communication, non-verbal communication also makes an affect on negotiation (Chaturvedi, 2004). The different types of nonverbal communication that affect negotiations are body language, personal attributes, and physical environment. By concentrating on all these aspects related to communication, a negotiation can be completed in an effective manner as done by me in my own case (Jain, 2005). While negotiating with recruiter regarding my salary, I followed all substantial rules related to negotiation communications. For attaining the desired salary and benefits, I developed my communication skills in regard to listening and questions. I knew that listening skill is crucial to resolve a discussion. I heard attentively, and this helped me in describing my own points and arguments regarding justified salary. Active listening helped me a lot in analyzing, thinking, and assess, what recruiter wants to say and how his questions could be answered in the most optimistic manner (Downs, 2009). At the same time, I also made use of some specific questions related to industry remuneration as per the experience and skills that in turn helped me in convincing recruiter and concluding the negotiation in a positive manner. Along with this, I was also prepared for effective verbal and non-verbal communication that also directed me towards positive results (Knapp & Daly, 2002). Among all these efforts, the most effective one was pre-planning in which, I wrote all essential comments and points and arranged it in an order, which was required to be followed. With this, I was able to clear all the points in a sequence and convince recruiter.
Role of Personality in Negotiation In addition to communication, personality also plays an important role in the process of negotiation. Negotiation is all about the discourse of discussion between two or more than two parties that is significantly affected by their personalities, so if knowledge is developed for each other personality it becomes easy to conclude a negotiation process in an effective manner (Caprara & Cervone, 2000). In this concern, it is essential to know which type of personality an individual is dealing with. Usually in a negotiation situation there are two types of situation, which are win/win and win/lose situation. If an individual wants to reach over win/win situation, it is essential for him to have knowledge regarding the type of individual he is dealing or talking with, while negotiating as done by me. Usually, there are four types of personalities that are dominating, authoritative, stable, and submissive (Spangle & Isenhart, 2003). Each of these personalities reacts in an different manner to a similar situation and it is because of their own personality and underlying beliefs. An individual with dominating personality is outgoing person and always love to win and get involve in challenges. For negotiating with these types of personalities it is better to start from the concluding benefits and then move towards the issue. With dominating personalities, it is better to recommend ideas instead of any kind of criticism and authority to make decision. In this way, one can easily attain success with dominating personalities. For dealing with authoritative personalities one should, not use conceptions and estimations and should try to negotiate at an agreeable level (Spangle & Isenhart, 2003). At the time of dealing with stable personalities, negotiation should be done with a genuine attention whereas negotiation with submissive personalities should be done with confirmation, information, figures and extra data as done by me (Ma, 2008). While negotiating with recruiter, I was able to attain success because of my all-inclusive understanding regarding personality. Throughout our discussion, I identified that he is a submissive type of personality and then I present all related information and figures related to industry average salary structures and finally he got convinced. By understanding the recruiter and his personality along with effective communication skills, it becomes easy for me to arrive at positive result (Mannix et al., 2011).
Conclusion With the help of above case study assignment help discussion, it becomes clear that the communication and personality plays a key role in the success of a negotiation process. With the help of effective communication and developing an understanding of types of personalities, it becomes easy for all parties involved to convince each other and arrive at a win/win situation (Knapp & Daly, 2002).
References Caprara, G.V. & Cervone, D. (2000) Personality: Determinants, Dynamics, and Potentials. UK: Cambridge University Press. Carter, J. (2003) Negotiation: The Alternative to Hostility. USA: Mercer University Press. Chaturvedi. (2004) Business Communication: Concepts, Cases and Applications. India: Pearson Education. Downs, L.J. (2009) Negotiation Skills Training. USA: American Society for Training and Development. Jain, N.K. (2005) Organizational Behavior. India: Atlantic Publishers & Dist. Knapp, M.L. & Daly, J.A. (2002) Handbook of Interpersonal Communication. 3rd ed. London: SAGE. Ma, Z. (2008) Personality and negotiation revisited: toward a cognitive model of dyadic negotiation. Management Research News, 31 (10), p. 774-790. Mannix, E.A. et al. (2011) Negotiation and Groups. USA: Emerald Group Publishing. Spangle, M. & Isenhart, M.W. (2003) Negotiation: Communication for Diverse Settings. London: SAGE.
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