《EnglishNegotiation谈判技巧（身体语言）课件》由会员分享，可在线阅读，更多相关《EnglishNegotiation谈判技巧（身体语言）课件（26页珍藏版）》请在金锄头文库上搜索。
1、LOGOEnglish Negotiation skillsforDutch MillwithAj. Willard Van De BogartContentsGestures in NegotiationBody LanguageHand gestureBody Stances Reading the Issues in negotiatingBe aware of tactics and tricksEnglishNegotiation谈判技巧（身体语言）Gestures in NegotiationBody Language How do you look around the tabl
2、e?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?Where
3、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 positionEnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Hand gesture)T
4、he Hand Gesture: PreciseThis is a way of say exactly how much you want. Or we will not accept anything more.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Hand gesture Continued1)Hand gesture: DetailWe are interested in the fine points of this contract.We are interested in this point.EnglishNe
5、gotiation谈判技巧（身体语言）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.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Hand gesture Continued3)Hand gesture: Final offer. We will not go any fu
6、rther than this. We have reached the limit to our offer. This is the last point we are willing to make.EnglishNegotiation谈判技巧（身体语言）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 forwar
7、d with the agreement.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Hand gesture Continued5)Hand gesture: OursThese are our terms and we hope you will see it our way.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Hand gesture Continued6)Hand gesture: WantWe would like to have this in our
8、 contract. We want this point to be in our contract.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Hand gesture Continued6)Hand gesture: CompromiseWE will deduct this much if this point is reduced. EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Body Stances)Body Stances: DefensiveLocked
9、body position indicates he is holding back and is unwilling to negotiate.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Body Stances Continued1)Body stance: DefensiveA locked full body pose Hands and arms linked shows he may be frustrated. He will not negotiate.EnglishNegotiation谈判技巧（身体语言）Gest
10、ures in Negotiation (Body Stances Continued2)Body stance: DefensiveCross armed is very defensive and could be aggressive but confident.EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Body Stances Continued2)vBody stance: DefensivevHands clinched is holding back not relaxed something is wrongEng
11、lishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Body Stances Continued2)vBody stance: ReadinessvShows he wants to do the negotiating EnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Body Stances Continued2)vBody stance: OpennessvHands relaxed easy to negotiate with.EnglishNegotiation谈判技巧（身体语言）
12、Gestures in Negotiation (Body Stances Continued2)vBody stance: AuthorityvHands behind the back indicate authority. Be ready for serious negotiationEnglishNegotiation谈判技巧（身体语言）Gestures in Negotiation (Body Stances Continued2)vBody stance: Mixed signals vOne hand hidden and one hand free.EnglishNegoti
13、ation谈判技巧（身体语言）Reading the Issues in negotiating vBody Language gestures related to attitudes and strategiesvGeneral:vEstablish Interests and not positions - What are you interests and what are your counterparts?vDo not under estimate the importance and protocol Maintain respect by being aware of wh
14、at the host is doing.EnglishNegotiation谈判技巧（身体语言）Reading the Issues in negotiating.vTake the others side position seriously - Try to understand all issues the counterpart is expressing.vDepersonalize and focus on substance - Look at the problems and dont project an attitudevListen and observe active
15、ly - Try to listen to each point being made by the opponent.vPeriodically 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.vEstablish a feeling of fairness by using objectivevDocument your pos
16、ition and present it logicallyvEmphasize the positive.vKnow your limits.vBe prepared.EnglishNegotiation谈判技巧（身体语言）Reading the Issues in negotiating.vBe aware of tactics and tricksvHome field advantagevStallingvWearing you outvUnfavorable positioningvMisrepresenting the factsvTwo bites of the appleEng
17、lishNegotiation谈判技巧（身体语言）Reading the Issues in negotiating.vGood cop bad copvMaking threatsvFishing Body languagevConfrontationalvPolite rejectionsvTreating it as a misunderstandingvStandard contractvPlease repeat that as I am sure I understandvNo initial compromiseEnglishNegotiation谈判技巧（身体语言）Its a deal: The Different Hand shakes - PracticeEnglishNegotiation谈判技巧（身体语言）Its a deal: The Different Hand shakes - PracticeEnglishNegotiation谈判技巧（身体语言）LOGOAj. Willard Van De Bogart Nakhon Sawan Rajabhat University
