English Negotiation 谈判技巧（身体语言） .ppt

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1、English Negotiation skillsforDutch Millwith,Aj.Willard Van De Bogart,Company Logo,Contents,Gestures in Negotiation,Body Language,Hand gesture,Body Stances,Reading the Issues in negotiating,Be aware of tactics and tricks,Company Logo,Gestures in Negotiation,Body Language How do you look around the ta

2、ble?Awareness of the counter part.Is the counterpart talking with his arms and legs crossed in a tense manner.Is the eye contact inquiring and attentive or is a glare?Does someone cover their mouth when he is talking to you are someone else.His manner has changed.How is the other person sitting?Wher

3、e is the counter parts pencil and pad?Be careful of body mapping.People tend to mirror non verbal clues this is a strategy of non-verbal communication.How is the person sitting?If you match the counter part he may change his position,Company Logo,Gestures in Negotiation(Hand gesture),The Hand Gestur

4、e:PreciseThis is a way of say exactly how much you want.Or we will not accept anything more.,Company Logo,Gestures in Negotiation(Hand gesture Continued1),Hand gesture:DetailWe are interested in the fine points of this contract.We are interested in this point.,Company Logo,Gestures in Negotiation(Ha

5、nd gesture Continued2),Hand gesture:QuantityThis is how much we are willing to accept.This is how much we are willing to accept.,Company Logo,Gestures in Negotiation(Hand gesture Continued3),Hand gesture:Final offer.We will not go any further than this.We have reached the limit to our offer.This is

6、the last point we are willing to make.,Company Logo,Gestures in Negotiation(Hand gesture Continued4),Hand gesture:ConsiderWe will consider doing this if you will do that.If you are will to agree to this we can go forward with the agreement.,Company Logo,Gestures in Negotiation(Hand gesture Continued

7、5),Hand gesture:OursThese are our terms and we hope you will see it our way.,Company Logo,Gestures in Negotiation(Hand gesture Continued6),Hand gesture:WantWe would like to have this in our contract.We want this point to be in our contract.,Company Logo,Gestures in Negotiation(Hand gesture Continued

8、6),Hand gesture:CompromiseWE will deduct this much if this point is reduced.,Company Logo,Gestures in Negotiation(Body Stances),Body Stances:DefensiveLocked body position indicates he is holding back and is unwilling to negotiate.,Company Logo,Gestures in Negotiation(Body Stances Continued1),Body st

9、ance:DefensiveA locked full body pose Hands and arms linked shows he may be frustrated.He will not negotiate.,Company Logo,Gestures in Negotiation(Body Stances Continued2),Body stance:DefensiveCross armed is very defensive and could be aggressive but confident.,Company Logo,Gestures in Negotiation(B

10、ody Stances Continued2),Body stance:DefensiveHands clinched is holding back not relaxed something is wrong,Company Logo,Gestures in Negotiation(Body Stances Continued2),Body stance:ReadinessShows he wants to do the negotiating,Company Logo,Gestures in Negotiation(Body Stances Continued2),Body stance

11、:OpennessHands relaxed easy to negotiate with.,Company Logo,Gestures in Negotiation(Body Stances Continued2),Body stance:AuthorityHands behind the back indicate authority.Be ready for serious negotiation,Company Logo,Gestures in Negotiation(Body Stances Continued2),Body stance:Mixed signals One hand

12、 hidden and one hand free.,Company Logo,Reading the Issues in negotiating,Body Language gestures related to attitudes and strategiesGeneral:Establish Interests and not positions-What are you interests and what are your counterparts?Do not under estimate the importance and protocol Maintain respect b

13、y being aware of what the host is doing.,Company Logo,Reading the Issues in negotiating.,Take the others side position seriously-Try to understand all issues the counterpart is expressing.Depersonalize and focus on substance-Look at the problems and dont project an attitudeListen and observe activel

14、y-Try to listen to each point being made by the opponent.Periodically summarize Agreement as you are going along Try to clarify as you go along.Show you are fair when reaching an agreement.Example WE appreciate your position.Establish a feeling of fairness by using objectiveDocument your position an

15、d present it logicallyEmphasize the positive.Know your limits.Be prepared.,Company Logo,Reading the Issues in negotiating.,Be aware of tactics and tricksHome field advantageStallingWearing you outUnfavorable positioningMisrepresenting the factsTwo bites of the apple,Company Logo,Reading the Issues i

16、n negotiating.,Good cop bad copMaking threatsFishing Body languageConfrontationalPolite rejectionsTreating it as a misunderstandingStandard contractPlease repeat that as I am sure I understandNo initial compromise,Company Logo,Its a deal:The Different Hand shakes-Practice,Company Logo,Its a deal:The Different Hand shakes-Practice,Aj.Willard Van De Bogart Nakhon Sawan Rajabhat University,Thank You!,