EnglishNegotiation谈判技巧身体语言

1、logoenglish negotiation skillsfordutch millwithaj. willard van de bogartcompany lcontentsgestures in negotiationbody languagehand gesturebody stances reading the issues in negotiatingbe aware of tactics and trickscompany lgestures in negotiationbody language how do you look around the table?awarenes

2、s 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 is the cou

3、nter 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 lgestures in negotiation (hand gesture)the hand gesture: precisethis

4、is a way of say exactly how much you want. or we will not accept anything more.company lgestures in negotiation (hand gesture continued1)hand gesture: detailwe are interested in the fine points of this contract.we are interested in this point.company lgestures in negotiation (hand gesture continued2

5、)hand gesture: quantitythis is how much we are willing to accept. this is how much we are willing to accept.company lgestures 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

6、 willing to make.company lgestures 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 forward with the agreement.company lgestures in negotiation (hand gesture continued5)hand gesture: oursthese ar

7、e our terms and we hope you will see it our way.company lgestures 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 lgestures in negotiation (hand gesture continued6)hand gesture: compromisewe will d

8、educt this much if this point is reduced. company lgestures in negotiation (body stances)body stances: defensivelocked body position indicates he is holding back and is unwilling to negotiate.company lgestures in negotiation (body stances continued1)body stance: defensivea locked full body pose hand

9、s and arms linked shows he may be frustrated. he will not negotiate.company lgestures in negotiation (body stances continued2)body stance: defensivecross armed is very defensive and could be aggressive but confident.company lgestures in negotiation (body stances continued2)vbody stance: defensivevha

10、nds clinched is holding back not relaxed something is wrongcompany lgestures in negotiation (body stances continued2)vbody stance: readinessvshows he wants to do the negotiating company lgestures in negotiation (body stances continued2)vbody stance: opennessvhands relaxed easy to negotiate with.comp

11、any lgestures in negotiation (body stances continued2)vbody stance: authorityvhands behind the back indicate authority. be ready for serious negotiationcompany lgestures in negotiation (body stances continued2)vbody stance: mixed signals vone hand hidden and one hand free.company lreading the issues

12、 in negotiating v body language gestures related to attitudes and strategiesv general:v establish interests and not positions - what are you interests and what are your counterparts?v do not under estimate the importance and protocol maintain respect by being aware of what the host is doing.company

13、lreading the issues in negotiating.v take the others side position seriously - try to understand all issues the counterpart is expressing.v depersonalize and focus on substance - look at the problems and dont project an attitudev listen and observe actively - try to listen to each point being made b

14、y the opponent.v 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.v establish a feeling of fairness by using objectivev document your position and present it logicallyv emphasize

15、the positive.v know your limits.v be prepared.company lreading the issues in negotiating.v be aware of tactics and tricksv home field advantagev stallingv wearing you outv unfavorable positioningv misrepresenting the factsv two bites of the applecompany lreading the issues in negotiating.vgood cop bad copvmaking threatsvfishing body languagevconfrontationalvpolite rejectionsvtreating it as a misunderstandingvstandard contract