English-Negotiation-談判技巧(身體語(yǔ)言)課件

1、English Negotiation skillsforDutch MillwithAj. Willard Van De BogartEnglish Negotiation skillsforContentsGestures in NegotiationBody LanguageHand gestureBody Stances Reading the Issues in negotiatingBe aware of tactics and tricksCompany LogoContentsGestures in NegotiatioGestures in NegotiationBody L

2、anguage How do you look around the table?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

3、.How is the other person sitting?Where 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 positionCompany LogoGestures in Nego

4、tiationBody LaGestures in Negotiation (Hand gesture)The Hand Gesture: PreciseThis is a way of say exactly how much you want. Or we will not accept anything more.Company LogoGestures in Negotiation (Hand Gestures in Negotiation (Hand gesture Continued1)Hand gesture: DetailWe are interested in the fin

5、e points of this contract.We are interested in this point.Company LogoGestures in Negotiation (Hand Gestures in Negotiation (Hand gesture Continued2)Hand gesture: QuantityThis is how much we are willing to accept. This is how much we are willing to accept.Company LogoGestures in Negotiation (Hand Ge

6、stures 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 the last point we are willing to make.Company LogoGestures in Negotiation (Hand Gestures in Negotiation (Hand gesture Continued4)Hand gestur

7、e: 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 LogoGestures in Negotiation (Hand Gestures in Negotiation (Hand gesture Continued5)Hand gesture: OursThese are our terms and we hope you will see it our way.Compa

8、ny LogoGestures in Negotiation (Hand 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 LogoGestures in Negotiation (Hand Gestures in Negotiation (Hand gesture Continued6)Hand gesture: Compro

9、miseWE will deduct this much if this point is reduced. Company LogoGestures in Negotiation (Hand Gestures in Negotiation (Body Stances)Body Stances: DefensiveLocked body position indicates he is holding back and is unwilling to negotiate.Company LogoGestures in Negotiation (Body Gestures in Negotiat

10、ion (Body Stances Continued1)Body stance: DefensiveA locked full body pose Hands and arms linked shows he may be frustrated. He will not negotiate.Company LogoGestures in Negotiation (Body Gestures in Negotiation (Body Stances Continued2)Body stance: DefensiveCross armed is very defensive and could

11、be aggressive but confident.Company LogoGestures in Negotiation (Body Gestures in Negotiation (Body Stances Continued2)Body stance: DefensiveHands clinched is holding back not relaxed something is wrongCompany LogoGestures in Negotiation (Body Gestures in Negotiation (Body Stances Continued2)Body st

12、ance: ReadinessShows he wants to do the negotiating Company LogoGestures in Negotiation (Body Gestures in Negotiation (Body Stances Continued2)Body stance: OpennessHands relaxed easy to negotiate with.Company LogoGestures in Negotiation (Body Gestures in Negotiation (Body Stances Continued2)Body sta

13、nce: AuthorityHands behind the back indicate authority. Be ready for serious negotiationCompany LogoGestures in Negotiation (Body Gestures in Negotiation (Body Stances Continued2)Body stance: Mixed signals One hand hidden and one hand free.Company LogoGestures in Negotiation (Body Reading the Issues

14、 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 by being aware of what the host is doing.Company LogoRead

15、ing the Issues in negotiatReading 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 actively - Try to listen to each

16、 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 and present it logicall

17、yEmphasize the positive.Know your limits.Be prepared.Company LogoReading the Issues in negotiaReading the Issues in negotiating.Be aware of tactics and tricksHome field advantageStallingWearing you outUnfavorable positioningMisrepresenting the factsTwo bites of the appleCompany LogoReading the Issues in negotiaReading the Issues in negotiating.Good cop bad copMaking threatsFishing Body languageConfrontationalPolite rejectionsTreating it as a misunderstandingStandard contractPlease repeat that as I am sure I understandNo initial compromiseCompany LogoReading the Issues in