Discussion12 Assignment Example | Topics and Well Written Essays - 750 words

Discussion12 - Assignment Example embassies as well as the 9/11 attacks in the U.S. soil. U.S. counterterrorism efforts have led to $1 trillion being spent in unending wars. Also, overreliance on oil has led to global warming as a result of emission of green house gases from the burning of gasoline. 2. The idea of America keeping up with the war against communism cannot be ruled out in totality. Instead, I hold the opinion that America should oppose communist’s regimes that deny citizens their basic rights. It is evident that Democracy stands out as the best system of governance as it takes a way power from few individuals and gives it to the people. It is very dangerous to entrust power to just few persons as their selfish interests can drive them into risking the lives of an entire nation. For example, North Korea is a communist state whose leader, Kim Jong-un, is putting the lives of the nation at risk by manufacturing nuclear weapons. Similarly, Hong Kong has recently been protesting against poor leadership in Beijing. Unfortunately, the citizens are denied the power to choose their preferred leader as communist regimes do not provide for that. Therefore, I think United States should continue promoting democracy across the world by setting a good example of how democ racy gives the citizens power. In situations where there is extreme violations of human rights in communist state, America as the leader of the world should intervene by setting up with the right systems of government that can protect the citizens. 3. The idea of immigration into the U.S. is common because of the many opportunities that the country offers. In fact, before I came to America I always had that it is a country of great opportunities. I have come to realize that many people migrate into the U.S. year in search of better jobs, better education, and better life. However, life as an illegal immigrant is not easy as every day you are under constant watch of security officers.

Analysis od Uncle Tom's Cabin by Harriet Beecher Stowe and The Essay

Analysis od Uncle Tom's Cabin by Harriet Beecher Stowe and The American Promise, a History of the US by James L. Roark - Essay Example A new world of colonial society was created in which many people were displaced from their native land. In the early 1763, the British colony emerged as one of the imperial power in North America. However, some of the British in America rebelled against the British rule and joined together to form their new country known as United States. The United States as a young nation expanded to pacific and started creating tension to other nations around the world by promoting slave trade. The novel â€Å"Uncle Tom’s cabin† examines the slave trade that took place in United States. It reveals how American people involved themselves in the slave trade. This is revealed when Mr. Shelby the main protagonist in the novel and a slave trader discusses the number of slaves he needs to sell in order to settle his debt. This shows that slaves were regarded as commodities that could be found in the market freely. American large scale farmers bought the slaves to work in their farms where they were highly mistreated. On the other hand, the book â€Å"The American Promise, a History of the United states† explores the American people’s life from a traditional to modern society. It gives an account of the transitions and conflicts that have shaped United States. This paper is a critical analysis of the novel â€Å"Uncle Tom's Cabin† by Harriet Beeecher Stowe and the book â€Å"The American Promise, a History of the United states† by James L. Roark. Analysis of Uncle Tom's Cabin Uncle Tom’s Cabin is a classic novel that provoked the American civil war in early 1600s. It discusses the issue of the slave trade that prevailed in United States. In addition, it also reveals the cruel behavior of the white masters towards their slaves. The author of the novel has a negative attitude towards slave trade in the American society. His main concern is to show that African-American have feelings like any other people in the society. This is because , during this period, white plantation farmers viewed black people as degraded human species. In addition, slave sellers and auctioneers had no feeling for the African-American people. This is evidenced by their behaviors of separating children from their mothers without feeling of the loss (Stowe 7). Harriet Beecher Stowe writes this novel to show that African-American people are normal human beings and should be treated with equality in the society. In his writing, he approaches the issue of the slave trade in an unwavering Christian viewpoint. The novel narrates the story of Uncle Tom who is the main character. He is very intelligent and honest middle aged, black man in the American society. The author also introduces Mr. Shelby a slave trader and a master to Uncle Tom. He has a great trust of Uncle Tom and allows him to carry out various dealings in the house. In addition, he also entrusts him to take care of a large sum of money whenever he is on a business trip. Uncle Tom on t he other hand is loyal to his master and does not want to violate the trust. This is evidenced with his act of not running away with the money even after getting a prime opportunity (Stowe 37). Uncle Tom enjoys the comfortable lifestyle in Mr. Shelby’s home. Due to his Christian values he is highly respected by Mr. Shelby. This makes him enjoy freedom in the house of a slave trader. However, the turning point of their relationship arrives when Mr. Shelby find himself in a debt of another slave trader known as

Business plan Essay Example | Topics and Well Written Essays - 250 words - 5

Business plan - Essay Example The market comprises of three main competitors, such as Abuja constructors, Oga building Limited and Okonwkwo Fabricators. The two minor competitors are Okocha Limited and Dibanj Holders limited. The strength of the main competitors is their long working hours, nearness to consumers and their reputation. However, most customers complain that the main competitors lack client courtesy and good communication skills. It is also apparent that they charge high prices for their products, which make consumers to order them from other suppliers outside the region. In order to capture the market, our firm will introduce cheaper prices to counter the pricing strategies of the main competitors. The other strategy is to embark on an aggressive publicity, comprising of adverts in local radio stations and investment magazines. The sales forecast will be directed towards the target market to ensure that the budget caters for all the costs in the startup plan. The action plan is to coordinate all departments to segment the market for possible purchase of the Granite

Research and critical reflection - Money doesn’t buy you happiness. Essay Example for Free

Research and critical reflection Money doesn’t buy you happiness. Essay Money doesn’t buy you happiness. Everyone has heard the statement before and most studies of happiness and well-being generally agree on it. However, even though money does not buy you happiness it is largely agreed that money can be a means to an end. Hence, money cannot buy you happiness, but it can provide you with financial security and well-being. If you asked a poor person if they were happy most will tell you they are not due to living in poor conditions and having poor health. Their need for safety and security outweighs their need for nice things and possessions. So if money does not buy you happiness what does buy you happiness? What are the factors in life that make you happy? One way to address this question could be looking at ones well-being. As such a deeper interpretation of well-being is necessary. When considering the concept of well-being, there are two major approaches, objective well-being, and subjective well-being. Objective well-being looks at how healthy a person is and the access he has to resources. Subjective well-being on the other hand looks at the overall happiness of a person. In the same breath it is also argued that material well-being, that is the things we buy and want, does not lead to our overall happiness. Hence, money doesn’t buy you happiness. (Williams, 2014). Considering this notion that money does not buy you happiness (Myers Diener, 1995), Kawachi and Kennedy (2002, p.30 -31) sought out to summarise the main ingredients to happiness in one’s life. They noted sex, ethnicity and age scarcely make you happy. Rather it is the relationships and community you have around you that generates levels of happiness. Furthermore, enjoying one’s work and leisure is highly correlated with happiness. On the other hand, one’s wealth and income does not have a straight correlation with happiness. Some poor people are happy, some rich people are unhappy and vice versa. Nonetheless, millions of people across the globe spend large amount of money consuming things they do not need. I myself fall victim to marketing ploys and consume materialistic things that I do not always need, but want because I believe it will make me fit in more in my community, or make me happier. People follow fashionable trends and want all the new toys that come out thinking it will make them happy. This need of people to have nice fancy things has previously been coined the â€Å"new consumerism†. Back in the day, it meant keeping up with others in your community, if your neighbour got a new flash car, you had to go get one. However, with the popularisation of television,  and later on the rise of mass media, â€Å"new consumerism† meant people were now competing all over the globe. Furthermore, as we live in a world of inequality in terms of income and wealth, the gap between what we want and what we have largely depends on our income. Schor (1998), referred to this as â€Å"the aspirational gap†. If one cannot afford something, he can either be â€Å"unhappy† dealing with not having that product/want, or he chooses to take on debt in order to afford it and have it then and there; thus having to work more to cover the debt and the cycle conti nues. So if we look at happiness as the â€Å"difference between what we have and what we want we suddenly become unhappy† (Williams, 2014, p.5). Largely, I agree with the statement the money does not buy you happiness. By society’s standards I am definitely not a rich man but I consider myself to live a moderately happy life; largely due to the fact that I am healthy, I have good friends and a loving family. According to several scholars (Benin Nierstedt, 1985, Inglehart, 1990, Myers, 2000) it is indeed our social relationships that generate the highest levels of happiness. With that said, I still consume certain things, materialistic things, and go to certain places in order to construct my social identity. I want things in order to fit in or get praise from my peers. According to many scholars however this does not lead to my well-being but rather to unhappiness. This draws back to the â€Å"aspirational gap†, if I cannot afford to look a certain way or buy certain things and keep up with the times do I ultimately become unhappy? Personally I would like to say it does not apply to me, but reflecting back to S chor’s (1998) study, it appears to point in that direction. As such, I do agree with the concept more so as a lot of people around me become unhappy when they cannot afford something they want. Or become unhappy because they got themselves into debt due to their unnecessary consumptions. Maslow (1943) devised a theory of motivation which attempted to explain the hierarchical nature of people’s well-being. Firstly it is our basic psychological needs like hunger and thirst that we have to satisfy. Next, it is our needs for security and protection, followed by our need for social bonds and love. The last two steps are ones self-esteem and self-actualisation. This is a very hierarchical view which means once a certain level has been satisfied one seeks to satisfy the next until you reach to the top – self actualisation. This will explain why people become unhappy when they cannot afford  something – reach self-actualisation. Moreover, identities are fluid. I constantly consume new trends, go to new places, and change my habits to fit society’s norms. Social psychology attributes this to people’s nature to conform. One study by Asch (1952, ci ted in Bond Smith, 1996) shows the tendency of people to conform to the majority even when the outcome is clearly wrong. I agree with this as I buy certain clothes and go to certain places because I want to fit in with my surroundings. Zaichkowsky (1994) claims that peoples involvement with a product depends on a person apparent relevance of a product based on his inherent needs and values. Hence my values stem from my surroundings and my need for a product comes from my need to fit in to my surroundings. A lot of the above-mentioned concepts discussed were first investigated after WWII and throughout the 20th century. However, as the world is constantly evolving and changing do these outlooks on happiness and well-being still apply today? Have they gotten any better or worse? Early studies showed an increase in mental disorders and divorces throughout the late 20th century, as well as the increase need of people for bigger and better things. A study by Helliwell, Layard, and Sachs (2012) found that on average rich people are happier than poor people. However, they found that a country’s economic growth does not indicate an increase in the overall happiness of its people. This is simply due to the fact that once people reach a comfortable/secure level of income; further increase of it does not generate higher levels of happiness. Moreover, they found unemployment is highly correlated with low levels of well-being, whilst being employed – and satisfied with your job – was correlated with higher levels of well-being. Finally, they noted in Maslow’s pyramid of human needs, love and belonging come just after basic physiological and safety needs. Clearly, the sources of individual happiness include the set of social interactions through which individuals are interconnected.† (p.70). The aforementioned trends discussed appear to be in line with the current state of New Zealand. Helliwell et. al. (2012) found New Zealand ranked as the 13th happiest country in the world. This was attributed due to a low unemployment rate (6.2%), divorce number down (stats.govt.nz), and ranking high on education as well as freedom. (Helman, 2013). However, when looking at the top 50 richest countries in the world (aneki.com) New Zealand does not even make an appearance. However, it is safe to assume that new  consumerism and the â€Å"aspirational gap† still apply to New Zealand as the countries spending ($2,578 million) is higher than its GDP ($211,678 million). (stats.govt.nz). It certainly appears that money does not buy you happiness. Rather being poor is correlated with low levels of well-being. Money in itself can provide a person with security, but increased income does not appear to have an effect on overall happiness. Looking at Maslow’s theory, a person could have all the money in the world but if they are alone and do not have a loving community of friends and family to share it with they are almost always going to be unhappy. Rather, happiness is determined by a large number of factors with an emphasis on basic needs such as food and water, as well as friendships and belonging to a loving community. Consumption of materialistic objects and the aspiration for more money negatively affects our well-being. References Benin, M.H. and B.C. Nierstedt: 1985, ‘Happiness in single- and dual- earner families: The effects of marital happiness’, job satisfaction and life cycle, Journal of Marriage and the Family 47, pp. 975–984. Bond, R. Smith, P. B. (1996). Culture and conformity: a meta-analysis of studies using asch’s (1952b, 1956) line judgment task. Psychological Bulletin, 119(1), 111–137. Maslow, Abraham H. 1943 A theory of human motivation. Psychological Review, 50: 370-396. Helliwell, J., Layard, R., Sachs, J. (2012). World Happiness Report. Centre for Economic Performance. The Earth Institute Columbia University. Helman, C. (2013). The world’s happiest (And Saddest) countries. http://www.forbes.com/sites/christopherhelman/2013/10/29/the-worlds-happiest-and-saddest-countries-2013/ Inglehart, R.: 1990, Culture Shift in Advanced Industrial Society (Princeton University Press, Princeton, NJ). Myers, D.G.: 2000, ‘The funds, friends and faith of happy p eople’, American Psychologist 55(1), pp. 56–67. Myers, D. G. Diener, E. (1995). Who is happy? Psychological Science, 6(1), 10–19. Offer, A. (2006). The challenge of affluence: self-control and well-being in the United States. Williams, J. (2014) Consumption and Well-being. Chapter 12. P. 104 – 127. Zaichkowsky, J. L. (1994). The personal involvement inventory: reduction, revision, and application to advertising. Journal of Advertising, 23(4), 59–69.

Knowledge in Name of the Rose Essay -- English Literature Essays

Knowledge in Name of the Rose Knowledge was one of the most powerful tools of the middle ages. It was highly valued by many kings and members of nobility, but the greatest procurer of knowledge through the middle ages was undoubtedly the church. Their motive for the capturing of wisdom was not for their own enrichment, but predominantly self-preservation. If the general public were to get hold of such a wealth of philosophical and scientific works that were withheld in the monastic libraries then they would almost certainly begin to formulate their own religious ideas, therefore releasing the societal stranglehold the church held so tightly at that time. To survive the church had to keep the knowledge from the masses, and this is something that Umberto Eco has incorporated with finesse into his novel The Name of the Rose. Intertextuality, postmodernism, allusions and an array of interesting characters help to explain the state of education and the availability of knowledge in the middle ages. The labyrinth is one of the most important aspects to the portrayal of knowledge in The Name of the Rose. Its design and purpose are a brilliant metaphor to the churches desire to keep knowledge from the poor and powerless. The story of the labyrinth goes right back to a Greek myth, which tells of a beast with the head of a bovine and the body of a man, who was conceived of a woman and a snow white bull. It was confined to a labyrinth from which there was no escape without assistance. The concept that Eco uses in The Name of the Rose is very similar, except instead of guarding the Minotaur, Eco’s labyrinth guard’s books, the knowledge that could be the destruction of the church’s vice-like grip upon society. The minotaur wanted seven young maidens and seven youths per year to quench it’s appetite, and one year the Greek hero Theseus became sick of the killing and offered himself as a sacrifice to the bull, with the intention of killing it. He went in with a ball of string and a sword, the ball of string he used to trace his path back to the start when he had killed the Minotaur. There are distinct parallels between William, and the hero Theseus. William entered the library with the intention of getting at the contents that it was protecting from society, which of course were the books, just as Theseus entered the Minotaur’s labyrinth to rescue the young men and w... ...uld lead one to believe that Jorge is simply following the attitude of the church. This being that works which use methods to make their concepts especially easy to understand are very dangerous, and therefore they above all others should be prevented from circulation into society. Umberto Eco has made the theme of knowledge a central subject within The Name of the Rose, and the literary techniques he uses as well as his highly complex characters are highly successful in conveying the way knowledge was treated in the era of great power that the catholic church held. The use of Sherlock Holmes in an intertextual sense and the consequent post-modern aspects of his amalgamation within the story are especially clever methods which serve to provide a very interesting tangent to the novel. The Name Of The Rose can be taken both on surface value as a typical crime story and from underneath as a wonderful political piece that embodies the attitudes of the time whilst still maintaining it’s ironic edge as a Sherlock Holmes murder thriller set in the early 1300’s, 500 years before Doyle’s work, and written in the 1980’s, some 100 years later than the Holmes mysteries were first published.

MP3s Are Beneficial :: Music Technology Essays

MP3s Are Beneficial With the invention of the computer came the invention of the internet. That invention of the internet has changed our entire lives and will entire to continue to change our lives. The internet is not always entirely good, but with the availability of information and the newfound ease of communication most do not often think of the internet as troublesome. While some find certain aspects of the newest technology harmful, others appreciate the technology and use it to uncover new leaves. Early perhaps no one had the vision of how the internet would change the entertainment world to the point it has today. The form of email we have today wasn’t in the inventors minds nor anything such as live video broadcasts online. So people sitting in front of a computer downloading and sharing audio files from one another through a mediator was nowhere near the realm of the inventors either. For Shawn Fanning, a 18 year-old college drop-out the vision of sharing songs and other audio files was right down his alley. For days Fanning, whose friends nicknamed "Napster," went sleepless while scribbling a code for the file sharing program. Eventually the code for Napster was completed in mid-1999. Napster was to allow its users to share mp3 files amongst each other. Mp3’s are a compressed form of an audio file that take up much less space than other forms of audio files. A CD can hold up to 80 minutes of music most of the time, but in mp3 form it can hold up to 10 hours of music or sound, So with advantage of mp3’s the popularity of Napster grew amazingly fast and within a year "An average of 640,000 people were downloading songs" at any given time. But with the popularity came the glaring eye of the Recording Industry Association of American (RIAA). As college students all across America quickly discovered they can hear their favorite musicians or songs wi thin minutes and all it takes is a few clicks of a mouse. College campuses started to ban the use of Napster as the RIAA was quickly moving to put a strong hold on the file sharing program. The RIAA’s position was "The record labels, as musicians' representatives, have long had legal control of how songs are distributed--and the ability to make money from that distribution.

Psychology of Negotiation Essay

Abstract Every day we may negotiate with people many times without being aware of it. The social reality is actually a big negotiating table, and we are playing a variety of negotiators in different situations. In the community, you might have conflict with others, and in order to solve these conflicts, you need to negotiate. Negotiation, to some extent, is a psychological game. So if we have the knowledge of it, we can make a good deal. This paper talked about the significance of studying psychological of negotiation, people’s different needs, motives, and temperaments in negotiation which could help negotiators to make successful negotiations with knowing them. Also, how to deal with the emotion problems people may have during negotiations. Negotiation is an indispensable part of our daily life, because it happens in our lives almost every day. Once we get rid of negotiation, we’re going to lose many of our rights, and right then it’s hard to express our true thoughts, and even if there are conflicts of interests, we can not protect our own benefits. In essence, the direct reason that lead to negotiation is the demands of negotiating parties, or the demand of the organization that one represents, can not be ignored when the other party meet their demand. Therefore, the main purpose of two parties participating in a negotiation, are not only to pursue their own needs, but also to find an acceptable solution for both parties through the exchanging of views and consulting. Former U.S. President John F. Kennedy had a famous saying in his inaugural speech, â€Å"let us never negotiate out of fear, but let us never fear to negotiate.† On some level, negotiation is a mental game. We can learn from psychology that people’s needs, motives and behavior are closely related. What in a person’s mind affect his behavior, so psychology of business negotiation has important impact on the behavior in negotiation. Using psychological knowledge in negotiations will help people win the game. Psychology of business negotiation refers to various mental activities of negotiators in negotiations. It is a subjective reflection of negotiators towards variety of situations, conditions and other objective facts in negotiation. For example, when negotiator first meets the opponent in negotiation, and if the opponent is polite, sincere, and easy to communicate, the negotiator will has a good impression toward the other, and  he will be more confident and hopeful to make the deal. Being familiar with psychology in negotiation, will help negotiators handle a variety of complex negotiation problem flexibly and efficiently. I t is also significant for negotiators to develop excellent psychological quality, maintain a good attitude, judge the opponent’s psychological states and motives correctly, and predict and guide opponent’s behavior. The negotiator’s self-confidence in making negotiation successful, the sincerity towards negotiation, the management and control of emotion in negotiation, and the prevention and handling with obstacles are indispensable psychological qualities that guarantee successful negotiation. Therefore, negotiator should develop and improve their own excellent psychological qualities, and abandon the bad psychological behavior. The secret of negotiation is to grasp each other’s needs. Demand is the core of the negotiation. Needs and meeting the needs is the common basis for negotiation. For example, I have my own needs and the ability to satisfy others, and others have their own needs and the abilities to satisfy my needs. Therefore, we can satisfy each other, and this becomes the common basis of negotiation. Demand is a subjective state when one lacks something, which is a reflection of the needs of the people of a certain objective things, and that the objective needs of nature and society reflected in the brain. The demands in negotiation have several types: 1. Physiological needs: the original, basic, necessary needs for human survival, such as breathing, eating, drinking, sleeping, etc. No matter how tight, intense the negotiation is, the personnel participating in the negotiation must ensure to meet the physiological needs. The better we set up the dining, resting and entertainment in the negotiation, the higher the efficiency of negotiation is going to be. On the contrary, if people’s physiological needs can be satisfied, the negotiation can be directly affected. 2. Security needs: mainly refers to a person’s sense of security, stability and order. Business negotiators have strong security needs. To consider the credit security, the negotiators usually like to deal with old customers, and they feel scruples in dealing with new customers. In business negotiations, negotiators are generally concerned about the risks in transactions. For negotiators that are more sensitive, they would worry the condition of the main qualif ications, property, funds and reputation of the opponents. Sometimes they prefer to give up the attractive large  transactions, to select more solid small transactions or even give up the transaction. 3. Social needs: mainly represent the needs to seek and improve interpersonal relationship. Business negotiators have social needs. Negotiations are typical social activities. In a society that economy and culture are well-developed, people’s activities show their social needs. Social needs is a delicate and subtle needs, and it is related to one’s personality, psychological characteristics, experiences, cultural upbringing, habits, and religious beliefs. 4. Esteem needs: including being respected and self-esteem. To embody it is to hope one himself or herself having ability and achievements, be qualified for a job, be eager to get the appreciation of others, fame and glory. This kind of psychological needs showing in negotiation is that some people like to show their identity and authority, or others like to listen to people’s compliments and so on. The person who has a strong esteem needs might has aggressive and hostile behavior, or does not like to cooperate because of the working of psychological defense when his or her does not feel to be respected or the pride was hurt, and this will bring a big obstacle to negotiation. U.S. Oil Consortium would like to buy natural gas in Mexico with low price, so they had a negotiation about the price. The U.S. energy secretary believed that there was no potential buyer and Mexico would lower the price eventually since it was just a negotiation about money. However, the Mexicans needs w ere not only just selling natural gas at a good price, but also being respected and equal. And the Americans’ behavior looked like a bully for Mexicans, so the Mexico government decided not to burn the natural gas to the ground instead of selling to the U.S.. Therefore, any chance of making an agreement in politics is impossible. The case shows us that people may withdraw from the negotiation or give up the original plan of conducting transactions in order to safeguard the prestige and dignity. 5. Self-actualization needs: Self-actualization is to make one’s potential getting realistic. When you make the efforts to let others give you the special privilege, your satisfaction may reach a peak, and this is the representation of self-actualization. In actual negotiations, a strategy that people always use is to give the lowest offer, which is using this psychological phenomenon. â€Å"This is our best price†, is a typical example of using the psychology of pursuing self-actualization. In many circumstances,  negotiators are not on behalf of themselves, but on behalf of the organization to participate the negotiations. While they are trying to meet the individual needs, they also have to consider about the needs of the group or the organization. As a negotiator representing an organization, from the view of ethics, the needs of the organization should be put in the first place. One should try to satisfy the needs of group or organization through hard work. Where there is a need, there is a motive. Motive is the internal power to promote people to meet the needs. In other words, it is an internal driving force to promote people to do activities. The motive of negotiation is the driver to promote negotiators to make a negotiation to meet their needs. â€Å"Social motives determine negotiators’ preferences for resource allocation, that is, wheth er negotiators’ focus on maximizing collective or personal outcomes.† (Olekalns, M. & Smith, P.L., Jan, 2012) There are four-type motives of negotiation. 1. Economy-type motive: This kind of motive refers to that the negotiators are very sensitive to the economic factors such as transaction price and they take economic interests seriously. The negotiating behavior is mainly driven by economic interests. 2. Impulse-type motive: This means that the negotiators are impulsive in decision-making in negotiations, and their negotiating behaviors are induced by their emotions like irritation. 3. Misgiving-type motive: This means that the negotiators’ behavior is affected by suspicions and worries to cause the discreet negotiating behavior. 4. Adventurous-type motive: This means the negotiators like to take risks to pursue a more perfect outcome. Their negotiating behaviors are triggered by risks. When people have some kinds of needs but not be satisfied, they will have a nervous state of mind, and when they encounter the goal that can meet their needs, the nervous state of mind will turn into motives, to promote people engage in certain activities and achieve the goal. As a negotiator, one should have the insight to know the other party’s needs and motives, and adjust the negotiating strategy in order to have the control of negotiation. In business negotiation, the negotiators’ characteristics and personalities also have important impact on their negotiating behavior. â€Å"Personality clashes created via ‘posturing’ and ‘saving face’ can block progress in  negotiations.† (Hoffman, E., Dec, 2012) Personality affects the style, efficiency and effectiveness of negotiation. 2500 years ago, the ancient reek physician Hippocrates believed that the human body was filled with four basic substances, called humors. The four humors were black bile, yellow bile, phlegm, and blood. (Wikipedia, the free encyclopedia) The four humors form the four types of temperament. The negotiating personality of each temperament is power-type, convince-type, execute-type and misgiving-type. 1. Power-type: Power-type negotiator is a competitive opponent in negotiation. If you obey him, he will â€Å"eat you up†, and if you resist him, the negotiation will come to a dead end or be terminated. The best way to deal with this kind of people is to overcome hardness with softness. When they are furious or try to force one to make a deal, do not rush to refute or give it back, one should try his or her best to avoid direct conflict face to face, and be patient to listen. When the conflict is inevitable, one shall not surrender. One should use the facts to prove they were wrong, and fight back calmly. When you speak for the truth, they will be cool and may have respect and admire for you. It’s good to satisfy their self-esteem, stimulate challenge, make obstacles and induce risks to make the negotiation succeed. 2. Convince-type: The most common negotiators are convince-type in negotiation. They are shrewd, cautious, affable in appearance, and full of charm. They are good at discover and cater the opponents’ interest, and convince people gradually. Under many circumstances, even if they do not agree with other parties’ proposals, they would not refuse directly, and they always try to convince the other parties or illustrate their reason why they do not accept. The best way to deal with this kind of people is to persuade them repeatedly, because they like to hear from others and love to take advices. As long as your products fit their needs, and the price is reasonable, they will take it eventually. In addition, they are concerned about relationships, and they do not like making conflict, so repeated persuasion will be very effective. It’ll be good to make small conflicts and prepare some compliments and many questions in details to make the deal quick in negotiation. â€Å"It’s a fact of life that dealing with an intelligent well-balanced person will be the toughest negotiation, but it also offers the prospect of creating a genuine â€Å"win-win† agreement in the shortest possible time.† (Palmer, A., 2006) 3. Execute-type: The negotiators have  this kind of temperament can not work independently in negotiations. They like to play by the rules and implement with the plan in advance toward superiors’ orders and instructions. They usually do not have their own ideas and insights, and they lack of the ability to think and imagine. They often have poor decision-making and adapting ability. Trying to keep the status quo as it is is their greatest wish. The most effective way to deal with this kind of people is to be calm, patient and try to use more detailed information and precedents. They like safe and orderly negotiation. As far as possible to negotiate as planed when they are your opponents. They are concerned about the details, so try to show more information to support your idea and gain their trust. It’s good to divide negotiation to some periods with specific goals, and try to speed up the process of negotiation. 4. Misgiving-type: This kind of opponents have strong security needs and risk awareness. They always have scruples when dealing with new customers. They are worried about having disadvantage and being cheated, so they are anxious for gains and losses, sensitive, suspicious, defensive, close-minded and critical. They like to spy on their opponents’ minds, so it is advised to take a moderate negotiation with them. The effective way to deal with them is to provide more witnesses, evidences and other proofs. This kind of opponents is very suspicious. Whatever you say, they want to confirm to be assured. If you fool them with one answer, it seems to be impossible to gain their trust again. You have to be honest and passionate with these people. It is good to be cautious with your behavior, give them time to consider, make small conflict when they are doubted with the apparent facts. Therefore, when we observe and understand the opponents’ types, we can accept their shortcomings and deficiencies calmly, and take effective measures according to their psychological characteristics to control the direction of negotiations. Although we know the types of people we are going to deal with in negotiations, everyone has emotions that may blow off the negotiations. Business negotiations are complex and variable, and both parties’ emotions may fluctuate with the process of negotiation. Being too emotional is not good for negotiation. â€Å"The most successful negotiators are able to rise above the emotional aspects separating the people from the tasks.† (The Psychology of Negotiation) We have to make effective regulations on emotions of each party, we can make the negotiations proceed  in the way we expected. Negotiators should have self-control of their emotions. Whether the negotiations are going well or bad for their own party, they should be ratio nal rather than being manipulated by the opponents. â€Å"Mueller and Curhan found that negotiators with emotionally intelligent opponents were more satisfied with the negotiation outcome, liked their partners better, and were more willing to engage in future negotiations with the same partner than those negotiators with opponents who did not understand emotion as well.† (Gelafand, M.J., Fulmer, A. & Severance, L.) Sometimes people can use good-cop, bad-cop strategy to control the opponents in order to make the deal. U.S. tycoons Howard Hughes once wanted to buy a fleet of aircraft. Because he wanted to purchase a huge amount, it was a very good deal for the manufacturers. But Hughes stated that he wanted to write down his specific requirements on the agreement which were 34 clauses totally, and the manufacturer had to fulfill 11 clauses of the requirements. Hughes’s attitude in the negotiation is domineering, and hard-lined. He refused to consider about others, which aroused the anger of the manufacturer. At last, the m anufacturer announced that they would not have any negotiation with him. So later, Hughes sent his private representative to come forward to negotiate, and finally they made the deal with fulfilling 30 clauses of the requirements. But how did the representative win the negotiation? The answer is simple. Every time they had a conflict, the representative would ask, â€Å"Who do you prefer to settle this problem with, me or Howard Hughes?† So they eventually made it work by playing â€Å"good-cop and bad-cop†. Negotiation is an activity we may have to participate almost every day. Where there is a conflict, there will be a negotiation or compromise. However, we could use psychology to analysis people’s minds and behavior in negotiation to help us make a successful negotiation. Reference Hoffman, E.(Dec.2012). For dealing with the psychological factors that can block progress in negotiations. Retrieved from http://www.ciian.org/assets/forms/negotiation.pdf Homorism. Wikipedia, the free encyclopedia. Retrieved from http://en.wikipedia.org/wiki/Humorism Gelafand, M.J., Fulmer, A. & Severance, L. The psychology of negotiation and mediation. Retrieved from http://www.bsos.umd.edu/psyc/gelfand/GelfandFulmerSeverence.pdf Olekalns, M. & Smith, P.L..(Jan,2012). Psychological aspects of negotiating strategies and processes. Melbourne Business School. Retrieved from http://works.bepress.com/mara_olekalns/20 Palmer, A. (2006). Psychology and Negotiation. Negotiation. Retrieved from http://www.negotiation.biz/psychology.htm The Psychology of Negotiation. Training, LLC. Retrieved from http://www.champtrainer.com/documents/the_psychology_of_negotiation.pdf