Page 45 - DMGT519_Conflict Management and Negotiation Skills

Unit 3: Personality

are. A state, on the other hand, is a temporary change in one’s personality. Examples of states Notes
might be angry, depressed, fearful, or anxious. We typically use states to describe a person’s
reaction to something.
To make matters more confusing, a trait can also be a state, and visa versa. The man who has the
personality trait of outgoing might be shy at first around new people. The woman who is
typically confident, might exhibit fear or self-doubt when presented with a new stimulus.

!

Caution Talking to others is something that no one escape and often times, it is your way
and style of talking that decides whether you are successful or not. Effective communication
is at the core of talking to people in a better way. If we talk about personality development
tips, talking better has got to be at the top of them.

3.1 Personality Traits

An impressive personality goes hand in hand with good communication for an effective
negotiation. A charming personality is the key to an effective negotiation.
Let us understand how one’s personality traits help in an effective negotiation.
 During negotiations an individual must try to be himself. One should not fake things or
pretend to be good. If you are not satisfied with the deal, do not pretend that you are
happy. It’s better to raise a concern then and there, rather than crib later. Be normal and
relax, things will automatically fall into place.
 It’s important to be sincere rather than just being serious. Sincerity is one of the most
important personality traits required in negotiation. One has to be sincere for an effective
negotiation. Don’t take things casually. Go well prepared for your negotiation. For a
business deal, try to study everything related to the deal beforehand. The agenda of the
negotiation must be very clear to you. Carry all the related documents which you might
require at the time of negotiation. Don’t go just for the sake of it.

 Be honest. Don’t fake things. During negotiations, honesty plays an important role. One
should never manipulate his salary to get a hike in the next organization. Don’t speak
unnecessary lies just for some money. The fear to get caught would always be there and
somehow it would reflect on your face as well. Don’t worry; you will definitely get what
you deserve.
If you know the laptop costs you xyz amount, don’t go and lie to the shopkeeper that it is
much cheaper in the next shop. He is not a fool doing business. Remember even he keeps
a check on the price what his fellow shopkeeper is offering. It’s better if you ask for some
discounts or probably some additional accessories rather than reducing the price which
you know is little difficult for the shopkeeper.
 One should go smartly dressed for a negotiation. Our dressing plays an important role in
enhancing our personality. A shabbily dressed person will find it very difficult to convince
the other person.
Remember the first impression is the last impression and one has to be very careful
about it.
Let us suppose if you go to a shop where the shopkeeper is not smartly dressed, has a very
casual approach and is almost half asleep, will you feel interacting with him? You will
obviously not bother to even listen to him.

LOVELY PROFESSIONAL UNIVERSITY 39