Business negotiation skills语言沟通的艺术.docx

Business negotiation skills语言沟通的艺术Business negotiation activities are the battlefield without smoke of powder. On the negotiation table, things are pretty changeable, which we usually called amidst the winds of change, that always causes negotiants be hard to put to cope with the situation,even though ones who are full of experience.As known, negotiation is a process of exchanging information in double ways, and the informations sending and receiving largely depend on negotiants communication skills. When negotiating, language then becomes the most vital instrument of communication. Not only can we express our standpoint, acquires, opinions by using language, but also we can know better about the opponents views, thoughts, standpoint. That is to say, language is a barrier which influences negotiation to goes smoothly or not. Due to this linguistic divide, one side may not understand the other sides meaning and content correctly but to make the misunderstandings and divergences to break negotiation down. Thus, we need to make a choice, which language should we use.1.1 the role of language communicationIn business negotiation, language expressing ability is very important, because it is powerful to convince the opponent and achieve mutual understanding , coordinate the interests and goals of both parties by make your expression filled with clear narration,clear arguments,sufficient evidence.The major role of language communication is to convince the opponent. During the negotiation, negotiants are uauslly locked in combat for their own personal interests, then, which side can convince the other side to take its point and make concession, the side win the game, otherwise, it loses.Clearing the atmosphere and strengthen relationships are the other role of language communication. Negotiation is a head-to-head meeting, it influences by the atmosphere from beginning to end. Atmosphere varys with the communication between both parties. To form a harmonious atmosphere needs both sides to work hard, however, it can be ruined easily by pieces of words. Hence, wise negotiants often take care of their expression and diction, even when they are discussing the bifurcation problem, they never lose their temper easily and criticize opponents, naturally, those hurt-feeling words never jump out.1.2 types of negotiation languageHuman language is rich, and every nation has its own language, and all trades and professions use their own language. On the basis of the speakers attitude, purpose and roles of the language, we can devide negotiation language into six types: Courtesy communicative language, Professional communication language, Legal language, Diplomatic language, Literary language, Military language.To the negotiator, it is necessary to learn about and study these different kinds of language.1.3 Negotiation principle1.31 Dont Believe Everything You See and HearPart of a good salespersons skill is to learn to read people and situations very quickly. However, when it gets down to negotiationg, you have to take everything you see and hear with a grain of salt. Buyers are good negotiators, and thus they are good actors. You may be the only person who has what she needs, but everything she does and says, from body language to the words she uses, will be designed to lead you to believe that unless she gets an extra 10% off, she is going with the competition. Be skeptical. Be suspicious. Test, probe, and see what happens.1.3.2 dont offer your bottom line early in the negotiationHow many times have you been asked to “give me your best price?” and have you ever given your best price only to discover that the buyer still wanted more? You have to play the game. It is expected. If you could drop your price by 10%, start out with 0%, or 2%, or 4%. Leave yourself room to negotiate some more. Who knowsyou may get it for a 2% reduction. You might have to go all the way to 10%, but often you wont. a little stubbornness pays big dividends.1.3.3 do a thorough search and reaearch for informationInformation is the lifeblood of the negotiating process. To go into a negotiation with no information is to go in blind. It is essential to begin searching for information from the very beginning, even before your initial contact with the other party.There are there primary sources of information. The first is databases. Information can be found in numerous locations such as the Internet ,newspaper and other related research sources.The second source of information is third parties who may know about or have had dealings with the people with whom you are negotiating. Friends, acquaintances and business associates may have some of the information that you need, or they may have friends who could give you that information.The third source of information is the party with whom you are negotiating and their associates. Try to develop multiple contacts within their organization and piece together bits of information from all of these contacts.While the research for information is the most intensive prior to the beginning of the negotiation, it never stops. Additional information can be gained across the bargaining table or between negotiating sessions.The search for information continues even after a negotiation is concluded, as you implement your agreement and prepare for future negotiation.1.3.4, be patientFinally, and most important, be patient. Sales are a high energy, fast moving business. Patience is one commodity that is in relatively short supply, but if youre impatient in a negotiation, you will lose your shirt. If I am negotiating with you and I know that you are impatient, I will hold out just a little longer, no matter how desperate I am to make a deal with you. As long as I know you are in a hurry, I will wait. So be patient. Take the time that you need, dont rush to give in, dont show your anxiety, stay cool and dont panic. Negotiation is a process and a game. Use the process and play the game. You will be astonished at the difference that it makes.1.3.5, dont let emotions carry you awayNegotiation is a process that deeply invovles our ego and our emotions. We must be consciously aware of the impact of emotion on our negotiating ability. Do not let your emotion carry you away in such a manner that you undermine the entire process or sacrifice real issues in order to satisfy emotional needs.Bearing the above in mind, the chance of success in business negotiation will be more closely at hand.2. arts of language communicationNegotiation is a doubleway communication. It is about communicating one partys needs and wants to the other party while at the meanwhile being attentive to the other partys wants and needs. Lots of times negotiations break down not because the two parties can not compromise, but because they have not adequately communicated those wants and needs to each other in a way that would bring the negotiation to a successful conclution.An effective communication is required.2.1 arts of listeningListening is one of the most important skills of a good negotiant. A common refrain from many mothers is,”You should listen more than you should speak. God gave you two ears but just only one mouth.” And in the negotiating context, that means each side must be able to hear and make themselves understood what the other side is saying if an agreement is going to be reached.2.1.1 barriers to listeningLots of things can block a persons ability to be a good listening. According to Jason De Boers theory, there are four posssible barriers.The first category includes psychological barriers, which include prejudice, apathy, or fear on the part of the listener. It is important to keep an open mind when listening to the other party speak. Some negotiants will not take it seriously while listening to a woman or someone from a ethnic group. Others refuse to listen because the other party is discussing issues that are of little personal interest to them at the stage of the negotiation. Each of these paychological barrier is difficult to detect and correct, but they must be overcome if a negotiator is to become a good lisyener.The second category involves physical barriers. These includes a disability, fatigue, or poor health. For example, if a negotiator is suffering jet lag or other travel fatigue, he may be hard to concentrate for long periods while the other party is talking. Nevertheless, these barriers are much easier to identify but require vigilance to overcome.The third one might be environmental barriers. These problems can include street traffic, heat registers or anything else that might interfere with parties hearing from each other. All these factors need to be assessed ahead of the negotiation so that no surprise occur.A last barrier could be expectation barriers, include problems brought to the negotiation even before either party begins to speak. There is an old saying, if someone is looking for trouble, they will always find it. Entering the negotiations with a positive attitude and outlook will only help listening skills.2.1.2 concentrate on listeningIn a negotiation, due to the language difference, negotiants will stick in a double language transforming situation for a long periods. As a human being, we may feel tired after long run, we may be absentminded, then we would cause some important information missed. Concentrate on your listening. While the other party is speaking, you should not only catch all the words, but also you need to observe his/her behavior, gesture, and countenance in order to understand the information.2.1.3 listening with respectful attentionListening seriously means respecting your opponents. During your listening, you should be natual facial expression, amiable sight, and your body shoule face towards your opponents. When the other party say something, you should react to it positively, such as nod your head appropriately. In this way, both of sides can share a harmonious atmosphere, what is more, you will receive your respect in return.2.1.4 listening selectivelySometimes the negotiation can be very verbose and multifarious, which results from negotiators are talking as they still in thoughts. They do not have enough time to clear up. As a efficient listener, you need to choose and catch the points, eliminate the fault and remain the truth, then negotiation goes smoothly.2.1.5 make notes It is a recommendable habit when the other party make its statement and you write the essential stuff down. And after that, you gain lots of material to structure your speak. The another reason is that our memory is limited, we cany remember everything, but record can. Also making notes will focus our attention in some way.2.1.6 sumWe can do more attempts to turn into a good listener, such like rational and objective listening and something other things. Here I have to emphasize one thing that we should never ignore the decorum, always a polite motion(smile, nod) pushs the end towards the better extreme.2.2 arts of askingIn business negotiation, asking used to make clear the other partys needs, psychology and express ones emotions. How to make an asking can be very particular, and apply arts of asking, you will achieve many purposes.In general, an asking includes three elementts: content, time and way. To be prominent in asking questions means you are the master of negotiation.2.2.1 types of asking in business negotiationa.sealed questioningSealed questioning refers to questions which can bring special replies(yes or no) in special area. The answerer dont need to think too much to give the answer, but times it can be threatening.b.emphatic questioningEmphatic questioning is aimed at emphasizing own views and position, such as “this agreement could not come into force until the notarization? ” or “according to your requires, could it be said that the points of my party are not clear enough?”c.heuristic questioningHeuristic questioning points at the other partys answers and requires them to illustrate some cases to find a new way or question. In this way, asker can dig out more effective information and show the your attention no that question.d.suggestive questioningSuggestive questioning is the way to the third partys opinion to influence opponents opinion, like”how does Mr.X think about your plan?” usually it can exert strong influence on the other party, but sometimes it may drive the other party to be obnoxious. So use it cautiously.2.2.2 appropriate time to ermittence of opponents speakWhen the opponent pauses his speak, catch the opportunity to ask him to win over the initiative. For example:”Just now, what did you mean?” “We will discuss some details, can you talk more about your main view?”b. till the speak is overwhen the other party is making a statement, disturbing him is impolite. But you can make use of time to think out some questions according to the statement. After the speaker finished his work, then you come up with your questions, those questions are much easier to grasp the main point and useful for understanding the intention.c.before own side gives the speakwhen it turns to your own side to speak, before your speaking, you can raise questions about the other partys speaking, but you answer it by yourself in order to be initiative,such as “how can your speech prove anything? My understanding is”2.2.3 gists of questioninga.prepare your questions before you askbefore the negotiation, you need to do some research about the other party. To be prepared. You need to know what kinds of question can be discussing, what kind is beyond dispute or something like that. b.control the speedusually when a negotiant speaks, he will speak in a normal speed, because if you speak too fast, the others may cant follow you and think you are impatient; conversely, it would make people feel dull and think you dont prepare enough and you dont value the negotiation.c.use conditional questionClassical conditional question includes two sentential form,”what if,” and “ifthen.”There are many special advantages, such as searching the common points, interacted concessions, replacing the “NOs”, avoiding the ambiguities.d.to be sincereIt is in favour of emotional communication.2.2.4 sumAsking could never be easy. How to make asking better bothers all the negotiants. However, try more and be experienced can simplify things. You need to learn what to ask and what not, judge the weight, on the other hands, you also need to learn how to tell the facial emotion and behavioral emotion.2.3 arts of respondingWhere there is a question, there could be a answer. In business negotiation, negotiators have to take the responsibility for all what they said. In other words, their words would be regarded as a commitment. Thus, a good negotiant is the person who can do well in responding questions.Answering in negotiation means explaining about opponents asking, retorting the attacks, illustrating own points and the opportunity to convince opponents. So as to respond every question effectively, before the negotiation, negotiators can assume some possible issues for deliberating. You prepare more adequately, your answer gonna be better.In generally, during the negotiation, negotiators should be aimed at the other partys question and answer it positively, however, since business negotiation is variable, what lies behind a simple question may be a trap, that means answering needs techniques.2.3.1 before you answer the question, allow yourself plenty of time to have a think.As for negotiation, we cant conclude that it is better when you immediately. Conversely, some experienced negotiators says that take the time to make an answer and do not care much more about your respond time. So after the other party puts forward with its question, you can use some formal motion such as drink some water or type your documents to prolong your prepare time, and take it easy.2.3.2 make clear about purposes of the questionsWhen negotiators come up with a question, they always insert their purposes in it. Sometimes, the asker would make the question equivocally, which drives answerer misjudge the question, to create an opportunity to obtain more benefits. As a result, before you begin to answer the question, think more and carefully, never take things for granted, and you can judge the purposes accuratelly.2.3.3 never answer once and allIn a negotiation, we actually dont need to answer all the questions, as some questions are not worth to answering. It depends. For example, as for some boring and imagedamaging question, ignoring them is the best way, but in the meanwhile ,you need to take care of your manner.2.3.4 arts of avoidanceAvoidance will be able to ope