Human Resource Management Essay Example | Topics and Well Written Essays - 1500 words - 2

Human Resource Management - Essay Example Development and implementation of specific strategies in an organisation is solemnly the role of human resource department. Human resource management has to embrace a close-knit relationship with their employees for the smooth running of an organisation. This is paramount because it encourages employees to give their best to the tasks of an organisation. One of the ways to maximise workforce performance is through motivation. Motivating human resource has a direct impact to the accomplishment of organisation’s targets (Martin and Fellenz, 2010: 445). This paper will endeavour to highlight the theories that explain motivation. Theories of Motivation Motivation is a process that instigates, directs, and maintains goal-oriented behaviour. This is very important because competition in workplace increases in daily basis as well as unemployment rate. Therefore, human resource management team should find prudent ways to motivate the labour force. The workforce acts in a particular ma nner depending on level of motivation. Motivation is a combination of biological, emotional, cognitive, and social forces. This is the dedication to do work. The performance of workforce is the product of their skills and experience, and the level of motivation. ... Theory of Scientific Management Frederick W. Taylor put forward this theory. Taylor holds that it is through maximal work productivity that an organisation can accomplish economic prosperity. This in turn could make employees more efficient. Taylor believes that the pay motivates the workforce. The theory analyses and synthesises the workflows thereby improving labour productivity. Taylor asserts that the human resource should not base their decision on traditional rules of thumb. They should develop precise procedures to study individuals at work. The main idea that Taylor holds is to increase workforce efficiency and decrease wastage (Handy, 1993:35). The theory argues that workers do not naturally enjoy work and work environment. In the light of this, Taylor proposes that the labour force requires close supervision and control. The theory of scientific management advocates that payment of workers be in accordance to the number of items they produce (Handy, 1993: 40). The theory ca lls for managers to break down production into series of small tasks. The human resource should then provide the necessary training and tools to workers to work in a particular task. The theory of scientific management reveals that this is the way to achieve efficiency in the workplace. The payment is then based on the quality of work that the workers perform. This means that the labour force will work hard to get a maximum pay. Therefore, money is the motivating factor. In turn, the organization will achieve its set goals. Maslow’s Need Theory Abraham Maslow proposed theory in the year 1943. The theory argues that each human being has specific fundamental requirements. Every human being is born with some needs. The necessities are exposed as an

Technology Assessment Plan Research Paper Example | Topics and Well Written Essays - 3250 words

Technology Assessment Plan - Research Paper Example 1.2 IT Management Structure The IT management structures comprises of for management posts with hierarchical functional delegation flow from top down ward. The management consist of Chief Executive Officer (CEO) as Todd Hoppens; Chief Information Officer(CIO) as Jared Campbell; Chief Technical Officer (CTO) as Felix Yanez; and finally IT VP as Nicholas Williams. Apart from the management team, there are implementation teams or IT experts that execute the technology plan. A reporting chart 1.3 Technology Plan Goals A technology roadmap is a plan that complement short-term and long-term objectives with precise technology solutions to assist meet those goals or objectives. It is a strategy that is applicable to a new product or procedure, or to an up-and-coming technology. Technology is very dynamic and ToJa & FeNi Corporation cannot remain on business if they do not capture new innovation of chocolate production. The objective of this plan is to recognize the IT Infrastructure requirem ents for the next 2 years for ToJa & FeNi Corporation by providing (Bolan, & Cullin, 2007): An inventory of current technology assets. IT Infrastructure documentation identifying future needs. A prioritized plan, including a budget, for addressing these needs. 1.4 Plan Review The technology plan is a responsibility of the ToJa & FeNi Corporation management and IT department. The CEO, CIO, CTO and IT VP are responsible for the plan execution. Technological review and update must be done as soon as a new technology emerges. So the company must always budget for technology upgrade. Innovation subsection must be created to assess technologies emergence and advise the management with proper recommendation. 2 Executive Summary The technology plan strategy of ToJa & FeNi Corporation involves: defining the accessible technology strategy; identifying the requirement; design, develop and purchase necessary technology; implement and train the staffs; and finally maintaining and continue learni ng. Technology plan is essential for the growth of the business. By focusing on its strengths, its major customers, and the fundamental values necessary, ToJa & FeNi Corporation will augment sales progressively in its first two years after technology implementation, while also sustaining the gross margin on sales, with a focus on  cash management and working capital. This technology plan leads the way. It renovates the company’s vision and strategic focus: adding value to the target market share, and reinforcing connections with businesses in the local markets. It also provides the step-by-step plan for enhancing sales, production, gross margin, and profitability. Technology plan enhances the connection with relevant stakeholders through networking. Technology advances is the background and basis of any business progress thus the need for ToJa & FeNi Corporation to handle technology plan. The executive management must embrace the fact that technology is dynamic and need to be continues and planned for. Launched confectionary products are manufactured with the usage of the cut edge technologies. Modern high capability equipment,  strict devotion to the production technologies, only high excellence raw materials ensures

Quality of Life in Cervical Cancer Patients in India

Quality of Life in Cervical Cancer Patients in India Abstract Introduction: Cervical cancer is the most frequently diagnosed cancer among women in India. Understanding quality of life (QOL) in women undergoing chemo-radiotherapy for cervical cancer. It will help in introducing interventions for better care and outcomes in these women. This study assessed the QOL before and after chemo-radiotherapy in cervical cancer patients. Methods: This follow up study was undertaken at Dr. B.R.A Institute Rotary Cancer Hospital(IRCH), AIIMS, New Delhi, India. Sixty seven newly diagnosed women with advanced cervical cancer (stage 2b to 4b) were included to assess the change in QOL after treatment . Structured questionnaires on Quality of Life (The European Organization for Research and Treatment of Cancer, EORTC QLQ-C30 and EORTC QLQ-CX24) were used. QOL was assessed before initiation and after 6 months of treatment. Results The mean age of women at the time of detection of cervical cancer was 52.28 ±11.29 years (Range 30-75 years). Squamous cell carcinoma was found to be the most common cell type (97%). Six months survival was 92.53% The mean global health score of cervical cancer patients after six months of treatment was 59.52, which was significantly higher than the pre treatment score of 50.15 (p=0.00007). Physical, cognitive and emotional functioning (p Conclusions Recommendations QOL of newly diagnosed cervical cancer patients significantly improved following chemo-radio therapy. Enhancement was also demonstrated on three of the five functional scales of EORTC QLQ-C30. To further improve QOL, interventions focusing on social and psychological support and physical rehabilitation may be needed. Keywords: Cervical cancer; Quality of Life; Chemo-radiotherapy INTRODUCTION Cervical cancer is a major public health problem in many developing countries. Besides contributing significantly to mortality rates, it leads to the loss of productive life due to prolonged disability.1The absolute burden is expected to increase in future unless effective preventive measures are undertaken. Globally, cervical cancer is the fourth most common cancer in women with nearly 528,000 new cases reported in 2012.2 Nearly 85% of the global burden occurs in the less developed regions, where it accounts for almost 12% of all female cancers. High-risk regions, with estimated (Age standardized rate) ASRs over 30 per 100,000 include Eastern Africa (42.7), Melanesia (33.3), Southern (31.5) and Middle (30.6) Africa. There were an estimated 266,000 deaths from cervical cancer worldwide in 2012, accounting for 7.5% of all female cancer deaths.2 Cervical cancer is one of the leading cancers among Indian women with estimated 123000 new cases and 67477 deaths in 2012.2Cancer is preventable and curable if detected at an early stage.The five year survival rate of cervical cancer when diagnosed at the earliest stage is 92% and the combined 5 year survival rate of all stages is71%3. It is currently believed that the persistent infection with one of the 15 oncogenic types of Human papilloma virus (HPV) is the central and necessary cause of almost all cervical cancers and its precursor, cervical intra epithelial neoplasia (CIN). A proportion of CIN, if not detected and treated, progress to invasive cervical carcinoma over a period of 10-20 years owing to the effect of other cofactors.4,5Unfortunately, despite the availability of methods for prevention and early diagnosis, many women in India have never been screened for cervical cancer. Though the diagnosis and treatment of cervical cancer has been developed, there are important consequences from the disease and its treatment among survivors, especially the impact on quality of life (QOL).Somefunctional disorders occur following therapies such as surgery, which involves the female genital anatomy affecting directly their perception of body image and sexual functions; radiotherapy which could damage the vaginal mucosa and epithelium; and chemotherapy which could induce various adverse effects like nausea, vomiting, diarrhea, constipation, mucositis, weight changes and hormonal changes. Variouspsychological factors including low self-esteem, changes in self-image, beliefs about the origin of cancer, marital tensions, fears and worries can affect the patients.6 Need to measure QOL has become important due to broadening concept of measuring health status beyond traditional indicators such as mortality and morbidity.Assessing QOL is potentially valuable in identifying pa tients’ problems and discovering the challenges and planning for the health systems. Taking into account the impact of early screening methods on long term survival of cancer patients, studies assessing QOL and its related factorshave become critical.Limited studies have been done to evaluate QOL among cervical cancer survivorsdiagnosed in advanced stages. This studyassessed the QOL in such patients before and after treatment with chemotherapy and radiotherapy. MATERIALS AND METHODS This was a follow-up study conducted atDr. B.R.A Institute Rotary Cancer Hospital(IRCH), All India Institute of Medical Sciences, New Delhi.67 female patients who were diagnosed with cervical cancer attending IRCH between 1st January 2014 and 30th June 2014 were recurited. The inclusion criteria were all women who were newly registered and diagnosed cases of cervical cancer of any histological type and advanced cancer stages (2b to 4b). Critically ill patients, those not willing to give informed consent and those who underwent surgery and did not require radiotherapy and chemotherapy were excluded. All consecutive cervical cancer patients fulfilling the inclusion criteria during the six month period were eligible for recruitment. Quality of life of the study subjects was assessed using the questionnaires developed by the European Organization for Research and Treatment of cancer (EORTC) QLQ-30 and EORTC QLQ-CX24.7-11 a) EORTC QLQ- CX30 The EORTC QLQ-C30 is a questionnaire developed in 1993 to assess the quality of life of generic cancer patients. It has been translated and validated into several languages including Hindi and has been used in numerous studies worldwide. These questionnaires have been undergone extensive testing in multicultural and multidisciplinary research settings, and have been confirmed to be a reliable and valid tool. The EORTC QLQ C-30 questionnaire comprises of 30 questions assessing functioning viz. physical, role, cognitive, emotional, social; symptoms viz. fatigue, nausea and vomiting, pain, dyspnea, insomnia, appetite loss, constipation, diarrhea, financial difficulty; and a global health status score which assesses the overall QOL. b) EORTC QLQ-CX24 EORTC Quality of Life Group has adopted a modular approach to QOL assessment for overcoming the limitations of generic tool and for disease specific treatment measurements. Consequenty, modules specific to tumor site locations, management modality, or a QOL dimension have been developed that are administered in addition to the core questionnaire. The EORTC QLQ CX-24 is a complementary questionnaire specific for cervical cancer patients that consists of 24 questions categorized as functional scales viz. body image, sexual activity, sexual enjoyment, sexual/vaginal functioning and symptom scales viz. symptoms experience, lymphedema, peripheral neuropathy, menopausal symptoms and sexual worry. Both the tools utilize a 4-point response scale namely â€Å"Not at all†, â€Å"A little†, â€Å"Quite a bit† and â€Å"Very much† to assess each functional or symptom item, and a 7-point response scale to assess global health status ranging from very poor to excellent. These study instruments were administered to patients at baseline and again at 6 months to ascertain changes in QOL after treatment. Institutional Ethics Committee (IEC) approval was obtained from All India Institute of Medical Sciences (AIIMS), New Delhi prior to initiation of study. Prior to enrollment, written informed consent was obtained from patients after detailed explanation about the study. Patient confidentiality was assured and the study participants had the right to abstain from participation without affecting on the quality of care being provided to them. Statistical analysis Data analysis was performed using Statistical Package for the Social Sciences (SPSS) version 18.Qualitative data was expressed in proportions while mean and standard deviation were calculated for quantitative data. The student’s t test and Chi square tests were used for comparing the characteristics of the study participants and the quality of life scores before and after chemo-radiotherapy. The scoring of the questionnaire data was performed according to the scoring manual. All scores were transformed to a 0-100 scale. For the functional scales, a good function was indicated by higher scores. For symptom scales, more severe symptoms were indicated by a higher score.10Ap-valueunder 0.05 wasconsidered statistically significant. RESULTS This study included 67 patients of advanced cervical cancer who met the eligibility criteria. Six deaths were reported during the course of study and 5 patients were lost to follow up. The final sample that was analyzed consisted of 62 patients and the quality of life was assessed in 56 patientsThe mean age of study participants was 52.28 ±11.29 years (Range 30-75 years).Squamous cell carcinoma was the most common cancer (97%) while remaining 3% patients were diagnosed with adenocarcinoma/ adenosquamous carcinoma. Majority (53.73%) of the study subjects were in stage 3b, 40% in stage 2b and remaining in stage 3a and 4a. Metastasis was present in only one patient.Combination of radiotherapy and chemotherapy was the most common (77.67%) modality of treatment. Nearly 12% of the study subjects were treated only by radiotherapy while another 10.45% cases received radiotherapy after surgery. Palliative treatment was given to four patients Six months survival among those who could be followed up was 92.53%.The global health score amongst improved significantly after treatment (p= 0.00007). The mean global health score of cervical cancer patients following treatment was 59.52, which was significantly higher than pre-treatment values of 50.15. [Table1] The patients quality of life of patients in the functional scales comprising physical, role, emotional and cognitive functioning improved significantly after treatment of cervical cancer (p= 0.012, 0.044, 0.000026, 0.00062 respectively). There was no difference in social functioning score.Symptom like fatigue, pain and loss of appetite improved significantly, but no significant improvement was seen in nausea/vomiting, dyspnea, insomnia and constipation. Diarrhea worsened in the post treatmentphase (Table 1). There were significant changes in cervical cancer specific EORTC QLQ CX-24 module scores for cervical cancer patients [Table2].There was significant decrease in body image, sexual enjoyment and vaginal functioning after treatment, though sexual activity as a whole did not change significantly. Overall symptom experience showed significant improvement after treatment with score reducing from 25.70 to 12.55 indicating improvement (P=0.00001). There was no difference in symptoms reflecting peripheral neuropathy and menopausal symptoms after treatment On the other hand, sexual worry decreased significantly with the mean score declining from 60.28 to 17.02 after treatment. Overall health score and quality of life score improved significantly (p DISCUSSION Indicators of quality of life measure the impact of a disease and its treatment on a patient’s daily activities, behavior, perceived health and functional status. Quality of life indices, which focus on patient’s own perception of disease, provide further information that cannot be obtained solely from conventional clinical and functional measurements. Therefore tools to measure quality of life have been framed by various organizations for comprehensive assessment of patients under treatment. Many factors may contribute to QOL of women diagnosed with a gynecological cancer. In our study most common modality of treatment was combination of radio and chemotherapy. Radiation therapy damages the vaginal mucosa and epithelium which leads to decrease sexual functioning and pleasure. Additional side-effects of radiotherapy are nausea, vomiting, diarrhea and mucositis among others12. Our study compared the pre-treatment and the post-treatment QOL for advanced cervical cancer patients. The Global health score showed a significant increase after treatment making it apparent that quality of life improves after treatment. Similar results were also seen in a recent study published by Kumar S et al. (2014)13.In functional scales, all the items showed a significant increase after treatment including physical, emotional, cognitive and role except social functioning which was nearly same before and after treatment. This was in contrast to a study by Greimel et al. (2002)14, which showed that the global health status, emotional and social functioning remained low. This difference could be because of enrollment of all stages of cervical cancer in their study and the fact that majority of study subjects underwent surgery as a part of treatment modality. The symptom scale analysis revealed that there was a significant decrease in fatigue, pain, insomnia and appetite loss after treatment. This was in contrast with another study done by Klee et al. (2000)15in which pain, appetit e loss, nausea vomiting increased after 3 months of treatment. This variation could be because of differences in time gap between initiation of treatment and post therapy QOL assessment. Episodes of diarrhea worsened after treatment in the present study which may due to radiotherapy. Radiotherapy has been shown to be associated with diarrhea while constipation may be ascribed to injury to the parasympathetic nerves during surgerical interventions 15,16. Another study done by Tokzaharani S et al. (2013)17also showed scores were negatively associated with symptoms including short breathing, lack of appetite, nausea and vomiting, sleep disorder, peripheral neuropathy and menopausal symptoms. In our study, financial difficulties had not changed significantly after treatment. Other studies have shown that financial difficulties increased after treatment which can affect the QOL of the patients [Park S Y et al. (2007)18]. As the study subjects were being treated in a government supported institution, out-of-pocket expenses are likely to be low.This aspect of assessment becomes especially important in resources limited settings like ours. Sexuality is an important aspect in patients suffering from any gynecological cancer and thus a crucial determinant of QOL. In our study there was a significant decrease in sexual enjoyment and sexual and vaginal functioning score in EORTC QLQ CX -24 which was also demonstrated in the study conducted by Kumar S et al. (2014)13. Another study [Park S Y et al. (2007)18] stated that 40% to 100% individuals face sexual dysfunction after treatment. This is because cervical cancer and its treatment affect the same areas of the body which are involved in sexual response. Both chemotherapy and radiotherapy has been associated with sexual problems like dyspareunia, insufficient lubrication, anxiety about sexual performance. Beside this, psychological factors also have an important role in sexual behaviors, and we found that cervical cancer patients had more anxiety about sexual performance. Overall symptoms experience reduced significantly after treatment but lymphedema, peripheral neuropathy menopausal symptoms did not change significantly. In contrast, Kumar S et al. (2014)13demonstratedsignificant increase in these symptoms after treatment. In another study done by Frumovitz et al. (2005)19, frequency of menopausal symptoms increased and sexual functioning decreased after treatment. These symptoms may follow from oophorectomy or radiation damage to the ovaries. In our study patients had perceived poor body image after treatment. These results were similar to those reported by of Park S Y et al. (2007)18. In our study overall health score and quality of life score improved significantly (p It is suggested that further studies and interventions focusing on improving the QOL in survivors should be encouraged. Although, the overall QOL after treatment in cervical cancer survivors was good, treatment of related problems can further improve it. By detecting the problems associated with the quality of life after treatment of cervical cancer, health care professionals will be able to undertake intervention programs that will help to prevent or ameliorate specific problems and adverse effects. RECOMMENDATIONS Although this study revealed that patients with cervical cancer subjected to radiotherapy and chemotherapy are satisfied with their global quality of life, attention should be paid to certain dimensions like sexual functioning during post-treatment period. To further improve QOL, interventions focusing on social and psychological support and physical rehabilitation may be needed.

Macbeth 11 :: essays research papers

Macbeth Show how Macbeth and Lady Macbeth have to go against their own natures in order to kill Duncan. Each character in Macbeth has to either fight or give in to the evil. Because evil is contrary to human nature, Macbeth and Lady Macbeth have to go against their own conscience in order to murder Duncan. When the witches predict that Macbeth will become Thane of Cawdor and later, King of Scotland, he is stunned to silence by their prophecies. When murder enters Macbeths mind he is frightened by his thoughts. He tries to reject his impulse, declaring that he will leave everything to chance: ?If chance will have me King, why, chance may crown me Without my stir.? Very soon he begins to confess a ‘suggestion?of ‘horrible imaginings? Soon after, he admits to possessing ‘black and deep desires?but he is afraid to speak about them openly, even to himself. Later on he indites a letter to Lady Macbeth containing conjecture about the prophecies of the three witches. She im mediately wants to take fate into her own hands. She begs the evil spirits to tear all human feelings from her, for she knows that she will have to urge her husband, Macbeth, to become King by murdering Duncan. She will have to give up all the gentle, tender qualities of a woman, so that she can become a sexless, pitiless demon. She has to make her husband ignore his own conscience. She declares: ?Thou wouldst be great, Art not without ambition, but without The illness should attend it.? By ‘illness?she means ‘evil? Macbeth seizes evil, as one might catch a disease. When Macbeth has the opportunity to think about his wife’s suggestions and about his desires to become King, he becomes aware of the duty that he owes to Duncan, his loyal King. Following a great battle with himself, Macbeth decides not to go through with the murder. He states to Lady Macbeth: ?We will proceed no further in this business.? Macbeth is not prepared for all her wrath and abuse. She calls h im a coward. When in reality it is not cowardice that restrains Macbeth, it is his conscience. She also insults his masculinity, and declares that she would have murdered her child while it was feeding at her breast, rather than break such a promise as Macbeth had done. Persuaded by her conviction, he yields to her, and in order to prove himself a man in her eyes, goes against his own nature and agrees to the murder of King Duncan.

Business Financial Metrics

A business metric is also known as a financial ratio or performance indicator. Financial ratios lift the veil on a firm’s operating prowess, telling investors how the company navigates the doldrums of a bad company. There are four common types of performance indicators in modern-day financial analysis: Liquidity, Efficiency, Profitability, and Safety. Liquidity Ratios Working Capital Formula: Total Current Assets – Total Current Liabilities The working capital metric is a measure of both a company’s efficiency and its short term financial health.Positive working capital means that the company is able to pay off its short-term liabilities. Negative working capital means that a company currently is unable to meet its short-term liabilities with its current assets. Current Ratio Formula: Total Current Assets / Total Current Liabilities Generally this metric measures the overall liquidity position of a company. It is certainly not a perfect barometer, but good enough . Watch for big decreases in this number over time. Make sure the accounts listed in current assets are collectible. Quick RatioFormula: (Cash – Accounts Receivable) / Total Current Liabilities This is another good indicator of liquidity although by itself, it is not a perfect one. If there are receivable accounts included in the numerator, they should be collectible. Look at the length of time the company has to pay the amount listed in the denominator. Inventory Days Formula: (Inventory / COGS) * 365 Inventory days show how much inventory (in days) is on hand. It indicates how quick a company can respond to market and/or product changes. Not all companies have inventory for the metric.Accounts Receivable Days Formula: (Account Receivable / Sales) * 365 Accounts Receivable shows how much inventory (in days) is on hand. It indicates how quick a company responds to market and/or product can change. Not all companies have inventory for the metric. Accounts Payable Days Formula: (Accounts Payable / COGS) * 365 Accounts Payable shows the average number of days that lapse between the purchase of material and labor, and payment of them. It is a rough measure of how timely a company is in meeting payment obligations. Profits and Profits Margins Gross Profit MarginFormula: (Sale – COGS) / Sales The financial metric that uses a firm’s financial health by revealing the proportion of money left over from revenues after accounting for the cost of goods sold. Gross profit margin serves as the source for paying additional expenses and future savings. Net Profit Margin Formula: (Adjusted Net Profit before Taxes / Sales) Net profit is one of the more important barometers that we look at. It measures how many cents of profit the company is generating for every dollar is sells. Track it carefully against industry competitors.This is a very important number in preparing forecasts. Advertising to Sales Formula: Advertising Expense / Sale Advertising to Sale s hows advertising expense for the company as percentage of sales. Borrowing Ratios Interest Coverage Ratio EBITDA / Interest Expense This ratio measures a company’s ability to service debt payments from operating cash flow (EBITDA). An increase ratio is a good indicator of improving credit quality. Debt-to-Equity Ratio Formula: Total Liabilities / Total Equity This balance sheet leverage ratio indicates the composition of a company’s total capitalization.The balance between money or assets owed versus the money or assets owned. Generally, creditors prefer a lower ratio to decrease financial risk while investors prefer a higher ratio to realize the return benefits of financial leverage. Debt Leverage Ratio Formula: Total Liabilities / EBITDA This ratio measures a company’s ability to repay debt obligations from annualized operation cash flow (EBITDA). Assets Ratios Return on Equity Formula: Net Income / Total Equity This measure show how much profit is being retur ned on the shareholders equity each year.It is a vital statistic from the perspective of equity holders in a company. Return on Assets Formula: Net Income / Total Assets This calculation measure the company’s ability to use its assets to create profits. Return on assets indicates how many cents of profit each dollar of asset is producing per year. It is quite important since managers can only be evaluated by looking at how they use the assets available. Business owners and managers continually monitor the performance of their companies, always looking for opportunities to improve and challenges to overcome.A number of important metrics of business performance management provide insight into how a company performs in a range of areas, including marketing effectiveness, financial management and operational efficiency. Keeping on top of these metrics can help your company to operate at its best. Reference Page http://www. mrdashboard. com/FinancialRatios. html http://www. soluti onmatrix. com/financial-metrics. html www. ehow. com/info_7753305_business-metrics. html http://cfowise. com/solution/financial-ratios

Communication and Personality in Negotiation

Over the years, negotiation has been a tactic used for different situations whether personal or professional. In theory, negotiation concepts and terms have been used to understand and analyze the purpose of negotiation by evaluating different characteristics. To better understand the concept of negotiation, the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation is analyzed. For example, a scenario is used further into this paper demonstrating these roles in the area of sales, using the different processes of negotiation in a win- win situation. In the process of negotiation, two parties usually resolve a situation using the process of perception to connect in their surrounding environment. However, negotiation is the bargaining between two parties who are trying to attain or win a situation, utilizing the key concepts of managing interdependence, engaging in mutual adjustment, creating value, and managing a conflict. Although these key concepts are the stepping stone in the function to negotiate, communication and personality roles in negotiation usually determines the different areas of communication and personality that analyzes different non verbal communication levels, communication channels, listening, and the five big personality factors in negotiation. Thus conflict also plays an important role where decisions and goals are perceived. The communication role. In the role of communication, the acceptable functions of questioning, active listening, positive eye contact and body language, and non polarizing language usually encodes and decodes messages that are been carried from one party to another which then results in a positive or negative feedback. Hence, the function of questioning in negotiation is used by an arguing party when they are trying to find out the sole purpose of the other parties goal in order to reach an understanding. This function questioning, is communicated through eye contact when a question is been asked, head nods to reveal understanding, and gestures to demonstrate the question. Also, questioning can take place face to face, on the phone or even through e-mail. These levels of communication described may be known as non verbal or different communication channels used in many functions of negotiation. On the other hand, active listening is perceived when a receiver in the arguing party restates or paraphrases the sender’s message in their own language (S. B. Lewicki , 2005). Positive eye contact and body language, and non polarizing language illustrate the negotiators’ feelings, reactions or thoughts for interpretation. The personality role An individual’s personality evaluates factors of that individual when in negotiation. A person who is in a negotiation may attain the factors of extroversion, agreeableness, conscientiousness, and emotional stability. A person who has the personality trait of being extroversion is more relaxed and very confident, but needs stimulation to express emotions (extraversion, 2002). Agreeableness as a personality is one trait that comes out when both parties can agree on the similarities of a situation to close their bargaining. Conscientiousness displays emotion at its best when an individual is trying to get over on someone, but does not care because they are the one who will come out on top at the end of the situation. Moreover, emotional stability can be described as an individual who keeps a poker face in any situation. This personality trait is perceived by others as power. Conflict. Conflict in negotiation usually arises when two parties are negotiating for different goals. There are four levels of conflict; intrapersonal conflict that happens within a person, interpersonal that happens between two individuals, intergroup happens within a group, and intergroup that happens between groups. On a whole, conflict is what leads to negotiation in regard to solving a problem for a win-win situation. Scenario As mentioned in the above, negotiation has been a tactic used for different situations whether personal or professional. In this scenario, a sales representative at ADT security Systems was contacting a previous ADT customer who has an inactive alarm in their home. In addition, when the customer was contacted, the sales rep asked the customer if they wanted to be reactivated for free as a part of a special promotion that ADT was offering. As a result, the customer was very perceptive because of constant bad experiences with ADT as a security service provider. This customer’s bad experience was based on equipment not working, alarm keep on going off when there wasn’t anyone breaking in, and having low battery all the time. Because of these poor happenings, the customer went to the competition of ADT which is brinks as a security service provider. Furthermore, the customer told the sales representative that he would go back to ADT if he could get a credit towards a new alarm system or a lower monthly than what he is currently paying with brinks. The customer pays $25. 99 with brinks based on just monitoring. Being in sales, the sales representative asked the customer if maintenance was included in the monitoring charge (maintenance is an extra charge for malfunctions of systems where the company comes out and fix for free) the customer said no. In contrast, the sales representative told the customer that she can offer him a monthly plan that includes maintenance and an extra two months free. The customer began thinking because he had never had that offer with brinks, but he was also persistent because the monthly was $8. 00 dollars higher than brinks. On a negotiated aspect, the customer started declining, saying that was not enough and wanted more, so the sales representative began offering him free equipment in exchange for him paying the monthly that she was offering. Thinking is what the customer was doing, he eventually caved to the sales representative terms, got his free equipments, and the sales rep got her sale at a higher monthly than what the customer was paying for brinks. By contrast, this situation was a win-win situation for both the customer and the sales representative at ADT security systems. Negotiation occurs when there are conflicts to be resolved. These conflicts may arise when two parties cannot agree or when two parties needs to resolve a problem. The process of negotiation has been used for many years covering the areas of sales or contracts. Some negotiations are of win-win situations and some or not, depending on the dilemma. Is it necessary to negotiate? Yes it is. Why? Negotiation brings out characteristics in situations to decode messages that are perceived the wrong or right way. Negotiation is the tool of effectiveness to get the problem solved efficiently. References S. B . Lewicki , 2005. Negotiation chapter 5, the McGraw Hill companies 2005. Retrieved on September 30th, 2009, from https://ecampus. phoenix. edu/content/eBookLibrary2/content/DownloadList. aspx? assetMetaId=9ef17708-1ddf-4b07-b135-33c10b621f8e&assetDataId=42d4c19a-d69c-4c0c-99ad-e443574b3e01 Extraversion, 2002. Extraversion. Retrieved on September 30th, 2009, from http://changingminds. org/explanations/preferences/extravert_introvert. htm