Businessnegotiationskills语言沟通的艺术全新精选

1、Businessnegotiationskills语言沟通的艺术Businessnegotiationactivitiesarethebattlefieldwithoutsmokeofpowder.Onthenegotiationtable,thingsareprettychangeable,whichweusuallycalledamidstthewindsofchange,thatalwayscausesnegotiantsbehardtoputtocopewiththesituation,eventhoughoneswhoarefullofexperience.Asknown,negot

2、iationisaprocessofexchanginginformationindoubleways,andtheinformation'ssendingandreceivinglargelydependooiants'communicationskills.Whennegotiating,languagethenbecomesthemostvitalinstrumentofcommunication.Notonlycanweexpressourstandpoint,acquires,opinionsbyusinglanguage,butalsowecanknowbetter

3、abouttheopponents'views,thoughts,standpoint.Thatistosay,languageisabarrierwhichinfluencesnegotiationtogoessmoothlyornot.Duetothislinguisticdivide,onesidemaynotunderstandtheotherside'smeaningandcontentcorrectlybuttomakethemisunderstandingsanddivergencestobreaknegotiationdown.Thus,weneedtomake

4、achoice,whichlanguageshouldweuse.1.1 theroleoflanguagecommunicationInbusinessnegotiation,languageexpressingabilityisveryimportant,becauseitispowerfultoconvincetheopponentandachievemutualunderstanding,coordinatetheinterestsandgoalsofbothpartiesbymakeyourexpressionfilledwithclearnarration,clearargumen

5、ts,sufficientevidence.Themajorroleoflanguagecommunicationistoconvincetheopponent.Duringthenegotiation,negotiantsareuausllylockedincombatfortheirownpersonalinterests,then,whichsidecanconvincetheothersidetotakeitspointandmakeconcession,thesidewinthegame,otherwise,itloses.Clearingtheatmosphereandstreng

6、thenrelationshipsaretheotherroleoflanguagecommunication.Negotiationisahead-to-headmeeting,itinfluencesbytheatmospherefrombeginningtoend.Atmospherevaryswiththecommunicationbetweenbothparties.Toformaharmoniousatmosphereneedsbothsidestoworkhard,however,itcanberuinedeasilybypiecesofwords.Hence,wisenegot

7、iantsoftentakecareoftheirexpressionanddiction,evenwhentheyarediscussingthebifurcationproblem,theyneverlosetheirtempereasilyandcriticizeopponents,naturally,thosehurt-feelingwordsneverjumpout.1.2 typesofnegotiationlanguageHumanlanguageisrich,andeverynationhasitsownlanguage,andalltradesandprofessionsus

8、etheirownlanguage.Onthebasisofthespeakerpurposeandrolesofthelanguage,wecandevidenegotiationlanguageintosixtypes:Courtesycommunicativelanguage,Professionalcommunicationlanguage,Legallanguage,Diplomaticlanguage,Literarylanguage,Militarylanguage.Tothenegotiator,itisnecessarytolearnaboutandstudythesedif

9、ferentkindsoflanguage.1.3 Negotiationprinciple1.31 Don'tBelieveEverythingYouSeeandHearPartofagoodsalesperson'sstolllearntoreadpeopleandsituationsveryquickly.However,whenitgetsdowntonegotiationg,youhavetotakeeverythingyouseeandhearwithagrainofsalt.Buyersaregoodnegotiators,andthustheyaregoodac

10、tors.Youmaybetheonlypersonwhohaswhatsheneeds,buteverythingshedoesandsays,frombodylanguagetothewordssheuses,willbedesignedtoleadyoutobelievethatunlessshegetsanextra10%off,sheisgoingwiththecompetition.Beskeptical.Besuspicious.Test,probe,andseewhathappens.1.32 2don'tofferyourbottomlineearlyintheneg

11、otiationHowmanytimeshaveyoubeenaskedto“givemeyourbestprice?evergivenyourbestpriceonlytodiscoverthatthebuyerstillwantedmore?Youhavetoplaythegame.Itisexpected.Ifyoucoulddropyourpriceby10%,startoutwith0%,or2%,or4%.Leaveyourselfroomtonegotiatesomemore.Whoknowsyoumaygetitfora2%reduction.Youmighthavetogoa

12、llthewayto10%,butoftenyouwon't.alittlestubbornnesspaysbigdividends.1.33 3doathoroughsearchandreaearchforinformationInformationisthelifebloodofthenegotiatingprocess.Togointoanegotiationwithnoinformationistogoinblind.Itisessentialtobeginsearchingforinformationfromtheverybeginning,evenbeforeyourini

13、tialcontactwiththeotherparty.Therearethereprimarysourcesofinformation.Thefirstisdatabases.InformationcanbefoundinnumerouslocationssuchastheInternet,newspaperandotherrelatedresearchsources.Thesecondsourceofinformationisthirdpartieswhomayknowaboutorhavehaddealingswiththepeoplewithwhomyouarenegotiating

14、.Friends,acquaintancesandbusinessassociatesmayhavesomeoftheinformationthatyouneed,ortheymayhavefriendswhocouldgiveyouthatinformation.Thethirdsourceofinformationisthepartywithwhomyouarenegotiatingandtheirassociates.Trytodevelopmultiplecontactswithintheirorganizationandpiecetogetherbitsofinformationfr

15、omallofthesecontacts.Whiletheresearchforinformationisthemostintensivepriortothebeginningofthenegotiation,itneverstops.Additionalinformationcanbegainedacrossthebargainingtableorbetweennegotiatingsessions.s attiand havThesearchforinformationcontinuesevenafteranegotiationisconcluded,asyouimplementyoura

16、greementandprepareforfuturenegotiation.1.34 4,bepatientFinally,andmostimportant,bepatient.Salesareahighenergy,fastmovingbusiness.Patienceisonecommoditythatisinrelativelyshortsupply,butifyou'reimpatientinanegotiation,youwillloseyourshirt.IfIamnegotiatingwithyouandIknowthatyouareimpatient,Iwillhol

17、doutjustalittlelonger,nomatterhowdesperateIamtomakeadealwithyou.AslongasIknowyouareinahurry,Iwillwait.Sobepatient.Takethetimethatyouneed,don'tiin,don'showyouranxiety,staycoolanddon'ptanic.Negotiationisaprocessandagame.Usetheprocessandplaythegame.Youwillbeastonishedatthedifferencethatitma

18、kes.1.35 5,don'tletemotionscarryyouawayNegotiationisaprocessthatdeeplyinvovlesouregoandouremotions.Wemustbeconsciouslyawareoftheimpactofemotiononournegotiatingability.Donotletyouremotioncarryyouawayinsuchamannerthatyouunderminetheentireprocessorsacrificerealissuesinordertosatisfyemotionalneeds.B

19、earingtheaboveinmind,thechanceofsuccessinbusinessnegotiationwillbemorecloselyathand.2. artsoflanguagecommunicationNegotiationisadoublewaycommunication.Itisaboutcommunicatingonepartysneedsandwantstotheotherpartywhileatthemeanwhilebeingattentivetotheotherpartyswantsandneeds.Lotsoftimesnegotiationsbrea

20、kdownnotbecausethetwopartiescannotcompromise,butbecausetheyhavenotadequatelycommunicatedthosewantsandneedstoeachotherinawaythatwouldbringthenegotiationtoasuccessfulconclution.Aneffectivecommunicationisrequired.2.1 artsoflisteningListeningisoneofthemostimportantskillsofagoodnegotiant.Acommonrefrainfr

21、ommanymothersis,"Yohouldlistenmorethanyoushouldspeak.Godgaveyoutwoearsbutjustonlyonemouth."Andinthenegotiatingcontext,thatmeanseachsidemustbeabletohearandmakethemselvesunderstoodwhattheothersideissayingifanagreementisgoingtobereached.2.1.1 barrierstolisteningLotsofthingscanblockaperson'

22、;abilitytobeagoodlistening.AccordingtoJasonDeBoer'stheory,therearefourposssiblebarriers.Thefirstcategoryincludespsychologicalbarriers,whichincludeprejudice,apathy,orfearonthepartofthelistener.Itisimportanttokeepanopenmindwhenlisteningtotheotherpartyspeak.Somenegotiantswillnottakeitseriouslywhile

23、listeningtoawomanorsomeonefromaethnicgroup.Othersrefusetolistenbecausetheotherpartyisdiscussingissuesthatareoflittlepersonalinteresttothematthestageofthenegotiation.Eachofthesepaychologicalbarrierisdifficulttodetectandcorrect,buttheymustbeovercomeifanegotiatoristobecomeagoodlisyener.Thesecondcategor

24、yinvolvesphysicalbarriers.Theseincludesadisability,fatigue,orpoorhealth.Forexample,ifanegotiatorissufferingjetlagorothertravelfatigue,hemaybehardtoconcentrateforlongperiodswhiletheotherpartyistalking.Nevertheless,thesebarriersaremucheasiertoidentifybutrequirevigilancetoovercome.Thethirdonemightbeenv

25、ironmentalbarriers.Theseproblemscanincludestreettraffic,heatregistersoranythingelsethatmightinterferewithpartieshearingfromeachother.Allthesefactorsneedtobeassessedaheadofthenegotiationsothatnosurpriseoccur.Alastbarriercouldbeexpectationbarriers,includeproblemsbroughttothenegotiationevenbeforeeither

26、partybeginstospeak.Thereisanoldsaying,ifsomeoneislookingfortrouble,theywillalwaysfindit.Enteringthenegotiationswithapositiveattitudeandoutlookwillonlyhelplisteningskills.2.1.2 concentrateonlisteningInanegotiation,duetothelanguagedifference,negotiantswillstickinadoublelanguagetransformingsituationfor

27、alongperiods.Asahumanbeing,wemayfeeltiredafterlongrun,wemaybeabsentminded,thenwewouldcausesomeimportantinformationmissed.Concentrateonyourlistening.Whiletheotherpartyisspeaking,youshouldnotonlycatchallthewords,butalsoyouneedtoobservehis/herbehavior,gesture,andcountenanceinordertounderstandtheinforma

28、tion.2.1.3 listeningwithrespectfulattentionListeningseriouslymeansrespectingyouropponents.Duringyourlistening,youshouldbenatualfacialexpression,amiablesight,andyourbodyshoulefacetowardsyouropponents.Whentheotherpartysaysomething,youshouldreacttoitpositively,suchasnodyourheadappropriately.Inthisway,b

29、othofsidescanshareaharmoniousatmosphere,whatismore,youwillreceiveyourrespectinreturn.2.1.4 listeningselectivelySometimesthenegotiationcanbeveryverboseandmultifarious,whichresultsfromnegotiatorsaretalkingastheystillinthoughts.Theydonothaveenoughtimetoclearup.Asaefficientlistener,youneedtochooseandcat

30、chthepoints,eliminatethefaultandremainthetruth,thennegotiationgoessmoothly.2.1.5 makenotesItisarecommendablehabitwhentheotherpartymakeitsstatementandyouwritetheessentialstuffdown.Andafterthat,yougainlotsofmaterialtostructureyourspeak.Theanotherreasonisthatourmemoryislimited,wecanremembereverything,b

31、utrecordcan.Alsomakingnoteswillfocusourattentioninsomeway.2.1.6 sumWecandomoreattemptstoturnintoagoodlistener,suchlikerationalandobjectivelisteningandsomethingotherthings.HereIhavetoemphasizeonethingthatweshouldneverignorethedecorum,alwaysapolitemotion(smile,nod)pushstheendtowardsthebetterextreme.2.

32、2 artsofaskingInbusinessnegotiation,askingusedtomakecleartheotherparty'needs,psychologyandexpressone'emotions.Howtomakeanaskingcanbeveryparticular,andapplyartsofasking,youwillachievemanypurposes.Ingeneral,anaskingincludesthreeelementts:content,timeandway.Tobeprominentinaskingquestionsmeansyo

33、uarethemasterofnegotiation.2.2.1 typesofaskinginbusinessnegotiationa.sealedquestioningSealedquestioningreferstoquestionswhichcanbringspecialreplies(yesorno)inspecialarea.Theanswererdon'tneedtothinktoomuchtogivetheanswer,buttimesitcanbethreatening.b.emphaticquestioningEmphaticquestioningisaimedat

34、emphasizingownviewsandposition,suchas“thisagreementcouldnotcomeintoforceuntilthenotarization?”ortoyourrequires,coulditbesaidthatthepointsofmypartyarenotclearenough?”c.heuristicquestioningHeuristicquestioningpointsattheotherparty'sansweematodrequi川ustratesomecasestofindanewwayorquestion.Inthisway

35、,askercandigoutmoreeffectiveinformationandshowtheyourattentionnothatquestion.d.suggestivequestioningSuggestivequestioningisthewaytothethirdparty'opiniontoinfluenceopponent'opinion,like“howesMr.Xthinkaboutyourplan?usuallyitcanexertstronginfluenceontheotherparty,butsometimesitmaydrivetheotherp

36、artytobeobnoxious.Souseitcautiously.2.2.2 ermittenceofopponent'sspeakWhentheopponentpauseshisspeak,catchtheopportunitytoaskhimtowinovertheinitiative.Forexample:"Justnow,whatdidyoumean?”“Wewisomedetails,canyoutalkmoreaboutyourmainview?”b.tillthespeakisoverwhentheothe

37、rpartyismakingastatement,disturbinghimisimpolite.Butyoucanmakeuseoftimetothinkoutsomequestionsaccordingtothestatement.Afterthespeakerfinishedhiswork,thenyoucomeupwithyourquestions,thosequestionsaremucheasiertograspthemainpointandusefulforunderstandingtheintention.c.beforeownsidegivesthespeakwhenittu

38、rnstoyourownsidetospeak,beforeyourspeaking,youcanraisequestionsabouttheotherparty'speaking,butyouansweritbyyourselfinordertobeinitiative,suchas“howcanyourspeechproveanything?Myunderstandingis”2.2.3 gistsofquestioninga.prepareyourquestionsbeforeyouaskbeforethenegotiation,youneedtodosomeresearchab

39、outtheotherparty.Tobeprepared.Youneedtoknowwhatkindsofquestioncanbediscussing,whatkindisbeyonddisputeorsomethinglikethat.b.controlthespeedusuallywhenanegotiantspeaks,hewillspeakinanormalspeed,becauseifyouspeaktoofast,theothersmaycan'followyouandthinkyouareimpatient;conversely,itwouldmakepeoplefe

40、eldullandthinkyoudon'enprepareandyoudon'tvaluethenegotiation.c.useconditionalquestionClassicalconditionalquestionincludestwosententialform,what-if,andifthen.Therearemanyspecialadvantages,suchassearchingthecommonpoints,interactedconcessions,replacingthe“NOs”,avoidingtheambiguities.d.tobesince

41、reItisinfavourofemotionalcommunication.2.2.4 sumAskingcouldneverbeeasy.Howtomakeaskingbetterbothersallthenegotiants.However,trymoreandbeexperiencedcansimplifythings.Youneedtolearnwhattoaskandwhatnot,judgetheweight,ontheotherhands,youalsoneedtolearnhowtotellthefacialemotionandbehavioralemotion.2.3 ar

42、tsofrespondingWherethereisaquestion,therecouldbeaanswer.Inbusinessnegotiation,negotiatorshavetotaketheresponsibilityforallwhattheysaid.Inotherwords,theirwordswouldberegardedasacommitment.Thus,agoodnegotiantisthepersonwhocandowellinrespondingquestions.Answeringinnegotiationmeansexplainingaboutopponen

43、tsasking,retortingtheattacks,illustratingownpointsandtheopportunitytoconvinceopponents.Soastorespondeveryquestioneffectively,beforethenegotiation,negotiatorscanassumesomepossibleissuesfordeliberating.Youpreparemoreadequately,youranswergonnabebetter.Ingenerally,duringthenegotiation,negotiatorsshouldb

44、eaimedattheotherparty'ssuenandansweritpositively,however,sincebusinessnegotiationisvariable,whatliesbehindasimplequestionmaybeatrap,thatmeansansweringneedstechniques.2.3.1 beforeyouanswerthequestion,allowyourselfplentyoftimetohaveathink.Asfornegotiation,wecan'concludethatitisbetterwhenyouimm

45、ediately.Conversely,someexperiencednegotiatorssaysthattakethetimetomakeanansweranddonotcaremuchmoreaboutyourrespondtime.Soaftertheotherpartyputsforwardwithitsquestion,youcanusesomeformalmotionsuchasdrinksomewaterortypeyourdocumentstoprolongyourpreparetime,andtakeiteasy.2.3.2 makeclearaboutpurposesof

46、thequestionsWhennegotiatorscomeupwithaquestion,theyalwaysinserttheirpurposesinit.Sometimes,theaskerwouldmakethequestionequivocally,whichdrivesanswerermisjudgethequestion,tocreateanopportunitytoobtainmorebenefits.Asaresult,beforeyoubegintoanswerthequestion,thinkmoreandcarefully,nevertakethingsforgran

47、ted,andyoucanjudgethepurposesaccuratelly.2.3.3 neveransweronceandallInanegotiation,weactuallydon'rteedtoanswerallthequestions,assomequestionsarenotworthtoanswering.Itdepends.Forexample,asforsomeboringandimagedamagingquestion,ignoringthemisthebestway,butinthemeanwhile,youneedtotakecareofyourmanner.2.3.4 artsofavoidancet either takeAv