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文檔簡介
EnglishNegotiationskills
for
DutchMill
withAj.WillardVanDeBogartContentsGesturesinNegotiationBodyLanguageHandgestureBodyStances
ReadingtheIssuesinnegotiatingBeawareoftacticsandtricksCompanyLogoGesturesinNegotiationBodyLanguage–Howdoyoulookaroundthetable?Awarenessofthecounterpart.Isthecounterparttalkingwithhisarmsandlegscrossedinatensemanner.Istheeyecontactinquiringandattentiveorisaglare?Doessomeonecovertheirmouthwhenheistalkingtoyouaresomeoneelse.Hismannerhaschanged.Howistheotherpersonsitting?Whereisthecounterpartspencilandpad?Becarefulofbodymapping.Peopletendtomirrornonverbalcluesthisisastrategyofnon-verbalcommunication.Howisthepersonsitting?IfyoumatchthecounterparthemaychangehispositionCompanyLogoGesturesinNegotiation(Handgesture)TheHandGesture:PreciseThisisawayofsayexactlyhowmuchyouwant.Orwewillnotacceptanythingmore.CompanyLogoGesturesinNegotiation(Handgesture–Continued1)Handgesture:DetailWeareinterestedinthefinepointsofthiscontract.Weareinterestedinthispoint.CompanyLogoGesturesinNegotiation(Handgesture–Continued2)Handgesture:QuantityThisishowmuchwearewillingtoaccept.Thisishowmuchwearewillingtoaccept.CompanyLogoGesturesinNegotiation(Handgesture–Continued3)Handgesture:Finaloffer.Wewillnotgoanyfurtherthanthis.Wehavereachedthelimittoouroffer.Thisisthelastpointwearewillingtomake.CompanyLogoGesturesinNegotiation(Handgesture–Continued4)Handgesture:ConsiderWewillconsiderdoingthisifyouwilldothat.Ifyouarewilltoagreetothiswecangoforwardwiththeagreement.CompanyLogoGesturesinNegotiation(Handgesture–Continued5)Handgesture:OursTheseareourtermsandwehopeyouwillseeitourway.CompanyLogoGesturesinNegotiation(Handgesture–Continued6)Handgesture:WantWewouldliketohavethisinourcontract.Wewantthispointtobeinourcontract.CompanyLogoGesturesinNegotiation(Handgesture–Continued6)Handgesture:CompromiseWEwilldeductthismuchifthispointisreduced.CompanyLogoGesturesinNegotiation(BodyStances)BodyStances:DefensiveLockedbodypositionindicatesheisholdingbackandisunwillingtonegotiate.CompanyLogoGesturesinNegotiation(BodyStances–Continued1)Bodystance:DefensiveAlockedfullbodyposeHandsandarmslinkedshowshemaybefrustrated.Hewillnotnegotiate.CompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:DefensiveCrossarmedisverydefensiveandcouldbeaggressivebutconfident.CompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:DefensiveHandsclinchedisholdingbacknotrelaxedsomethingiswrongCompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:ReadinessShowshewantstodothenegotiatingCompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:OpennessHandsrelaxedeasytonegotiatewith.CompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:AuthorityHandsbehindthebackindicateauthority.BereadyforseriousnegotiationCompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:MixedsignalsOnehandhiddenandonehandfree.CompanyLogoReadingtheIssuesinnegotiating
BodyLanguagegesturesrelatedtoattitudesandstrategies
General:EstablishInterestsandnotpositions-Whatareyouinterestsandwhatareyourcounterparts?Donotunderestimatetheimportanceandprotocol–Maintainrespectbybeingawareofwhatthehostisdoing.CompanyLogo
ReadingtheIssuesinnegotiating.Taketheotherssidepositionseriously-Trytounderstandallissuesthecounterpartisexpressing.Depersonalizeandfocusonsubstance-Lookattheproblemsanddon’tprojectanattitudeListenandobserveactively-Trytolistentoeachpointbeingmadebytheopponent..PeriodicallysummarizeAgreementasyouaregoingalong–Trytoclarifyasyougoalong.–Showyouarefairwhenreachinganagreement.ExampleWEappreciateyourposition.EstablishafeelingoffairnessbyusingobjectiveDocumentyourpositionandpresentitlogicallyEmphasizethepositive.Knowyourlimits.Beprepared.CompanyLogo
ReadingtheIssuesinnegotiating.BeawareoftacticsandtricksHomefieldadvantageStallingWearingyououtUnfavorablepositioningMisrepresentingthefactsTwobitesoftheappleCompanyLogo
ReadingtheIssuesinnegotiating.GoodcopbadcopMakingthreatsFishing–BodylanguageConfrontationalPoliterejectionsTreatingitasamisunderstandingStandardcontractPleaserepeatthatasIam
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