寻找非语言暗示—微表情

1、 When Negotiating, Look For Nonverbal Cues 寻找非语言暗示2021-10-16whenyounegotiateabusinessdeal,closeobservationofyouropponentmakessense.Byinspectingyouropponentseveryphysicalmove,youcanoftendeterminewhetherheorsheisholdingsomethingbackornottellingthetruth.Thekeyisnottostaresomuchthatyoumakeyouropponentun

2、comfortable,buttobeawareofhisorhermovementsthroughcasualglancesandfriendlyeyecontact.Itwillalmostcertainlygiveyouanedge.当你在进行交易谈判的时候,密切观察你的对手是很有意义的。通过观察你的对手的每个动静,你常常可以确定他或者她有没有隐瞒着什么或者有没有说实话。关键不是要紧盯着你的对手，这会让他们感到不舒服。而是通过看似不经意的一瞥和友善的眼神交流来掌握他们的动静。它肯定会是你的一个优势。2021-10-16Whatshouldyoulookfor?Expertswhostud

3、ybodylanguagesuggestatwo-stepprocess.First,identifyasubjectsmannerismsduringtheinitial,friendlystagesofadiscussion.Asthenegotiationunfolds,seewhetheryouropponentsuddenlyadoptsdifferentbehavior.Youhavetowatchpeoplealongtimetoestablishwhattheirbaselinemodeis.Onceyouknowhowtheynormallybehave,youmaybeab

4、letotellwhentheystarttoputonanact.Experts suggest paying special attention to a persons hands and face.你应该寻找什么？研究身体语言的专家提出两个步骤:首先,在初始的友好的讨论阶段,确定一个研究举止的主题内容。随着谈判的开展,看看你的对手是否突然采用与之前不一样的行为。你需要对人们进行很长一段时间的观察来建立他们的基准模式,”。一旦你知道他们通常的行为是怎样的,当他们开始装模作样时，你就能识别出来.专家建议要特别关注一个人的手和脸。2021-10-16Facial expression and

5、 body language are often used to emphasize a point and add meaning to the spoken word. When used properly they can be powerful force in capturing （捕捉）the attention of your counter parts. But the reverse is also true. You can undermine your message by subconsciously(下意识地）using this slient language th

6、at send negative signals.面部表情和肢体语言常常用来强调要点和为口头语言添加意义。如果使用得当，在吸引对手的注意力方面可发挥强大的力量。反过来也一样。你可以通过下意识地使用这种无声语言发送负面信号。How to judge truth or lie ? How to judge truth or lieDo you think that most people avoid eye contact when they are lying？你认为大多数人在讲谎话的时候会避免眼神交流？No, it is a myth.不，这只是传言。He will stare at you,

7、 because he needs to watch and see if you believe his lies.他会盯着你，因为他需要观察，看你是否相信他的谎言。Deception is shown by such movements as covering of the mouth with the hands, rubbing the side of the nose, jerking( 摇晃the head quickly to the side, and leaning away from you. If these things occur when theyre saying

8、 something critical to the negotiation, thats even more significant.JUDGEif ones facial expression lasts for more than a second,he is faking it,the truth lasts for less than 1s如果一个人的面部表情持续超过一秒,他是伪装的,真的反应持续不到1秒when you try to hide your emotions, they leak out at a fifth of a second当你试着隐藏自己的情绪,在五分之一秒时

9、就会显露出真情绪来executives who loudly and repeatedly proclaim that theyre making a major concession, when in fact theyre not giving up much. 高管大声反复宣称他们会作出重大让步,而事实上他们不会放弃太多。a lot of people think that lie takes a lot of time to respond, but if a lie has prepared ahead of time, it cant wait to say out.在谎言突然说出

10、时,很多人以为撒谎要花很多时间来反应,但如果谎言已提前准备好,就会迫不及待说出来.The truth is written on our facesThe expression for happiness involves raising the lip corners, raising and wrinkling cheeks, and narrowing eyelids,produing“crows feet” .This expression feature narrowed eyes, eyebrows brought together. down-turned month, and

11、a pulling up or bunching of the chin.Contempt is notable（显著的） for its raising of one side of the mouth into a sneer or smirk.A look of disgust includes nose scrunching ,raising of the upper lip, downcasteyebrows and narrowed eyes.Anger involves lowered eyebrows, a wrinkled forehead, tensed eyelids,

12、and tensed lips.Surprise appears with a dropped jaw, relaxed lips and mouth, widened eyes and slightly raised eyelids and eyebrows.Business Negotiations Taboo商务谈判的禁忌商务谈判的禁忌一忌欺诈隐骗 有些人把商务谈判视为对立性的你死我活的竞争，在具体洽谈时，不顾客观事实，欺、诈、隐、骗，依靠谎言或“大话”求得自身的谈判优势。欺骗性的语言一旦被对方识破，不仅会破坏谈判双方的友好关系，使谈判蒙上阴影或导致谈判破裂，而且也会给企业的信誉带来极大

13、损失。所以说，谈判语言应坚持从实际出发，应给对方诚实、可以信赖的感觉。1.Avoid being fraudSome people have business negotiations as antagonistic rat race . In specific negotiations, some people ignore the fact and frauding,by telling the lie to get the advantage in the negotitation.Once the lie was exposed , it will not noly break the

14、 good relationship between two parties, but also ruin the reputation of the company. So we should insist on the princile of being practical and realistic to give the other side the sense of honesty and reliability when we negotiate.17二忌盛气凌人 有的谈判者由于自身地位、资历“高人一筹”，或者谈判实力“强人一等”，在谈判中往往盛气凌人。居高临下、盛气凌人的行为易伤

15、对方感情，使对方产生对抗或报复心理。所以，参加商务谈判的人员，不管自身的行政级别多高、资历多老、所代表的企业实力多强，只要和对方坐在谈判桌前，就应坚持平等原则，平等相待，平等协商，等价交换。2.Avoid being arrogantSome negotiators feel superior than other part because of their own higher status, better qualification and experience or strong point in negotiation. Arrogant behavior is easy to hur

16、t others feeling lead to their counteract and revenge. Therefore ,no matter hoe superior you are ,you should insist on the principle of equality and mutual benefit. 3.Dont believe the hearsay Owning to the wide horizon and frequent connection to the society and have many way to get all kinds of info

17、rmation ,some negotiators take advantage of unconfirmed information to bargain with others .If you provide some information without confirmation, it will help others to catch your talk holes. In terms of personal appearance, it also can make each other feel you are not serious, rigorous, serious, tr

18、ust . Therefore, especially in business negotiations, we should avoid to use the word “allegedly.三忌道听途说 有的谈判者由于与社会接触面大，外界联系多，各种信息来源渠道广，在谈判时往往利用一些未经证实的信息，作为向对方讨价还价的依据，缺乏确凿证据的实际材料，其结果很容易使对方抓住你的谈话漏洞或把柄向你进攻。就个人形象来讲，也会使对方感觉到你不认真、不严谨、不严肃，不值得充分信赖。因此，特别在商务谈判中，更应避免用“据说”之类的字眼。4.Avoid being ambiguousDue to lack of specific analysis to the talks, coupled with difficulty expressing itself, some negotiators become tongue-tied ,ambiguous, incoherent and contradictory when they expound their own positions, views or in answering some of the questions. Ambiguous language is not only easy to g