EnglishNegotiation谈判技巧（身体语言）

EnglishNegotiationskills

for

DutchMill

withAj.WillardVanDeBogartContentsGesturesinNegotiationBodyLanguageHandgestureBodyStances

ReadingtheIssuesinnegotiatingBeawareoftacticsandtricksGesturesinNegotiationBodyLanguage–Howdoyoulookaroundthetable?Awarenessofthecounterpart.Isthecounterparttalkingwithhisarmsandlegscrossedinatensemanner.Istheeyecontactinquiringandattentiveorisaglare?Doessomeonecovertheirmouthwhenheistalkingtoyouaresomeoneelse.Hismannerhaschanged.Howistheotherpersonsitting?Whereisthecounterpartspencilandpad?Becarefulofbodymapping.Peopletendtomirrornonverbalcluesthisisastrategyofnon-verbalcommunication.Howisthepersonsitting?IfyoumatchthecounterparthemaychangehispositionGesturesinNegotiation(Handgesture)TheHandGesture:PreciseThisisawayofsayexactlyhowmuchyouwant.Orwewillnotacceptanythingmore.GesturesinNegotiation(Handgesture–Continued1)Handgesture:DetailWeareinterestedinthefinepointsofthiscontract.Weareinterestedinthispoint.GesturesinNegotiation(Handgesture–Continued2)Handgesture:QuantityThisishowmuchwearewillingtoaccept.Thisishowmuchwearewillingtoaccept.GesturesinNegotiation(Handgesture–Continued3)Handgesture:Finaloffer.Wewillnotgoanyfurtherthanthis.Wehavereachedthelimittoouroffer.Thisisthelastpointwearewillingtomake.GesturesinNegotiation(Handgesture–Continued4)Handgesture:ConsiderWewillconsiderdoingthisifyouwilldothat.Ifyouarewilltoagreetothiswecangoforwardwiththeagreement.GesturesinNegotiation(Handgesture–Continued5)Handgesture:OursTheseareourtermsandwehopeyouwillseeitourway.GesturesinNegotiation(Handgesture–Continued6)Handgesture:WantWewouldliketohavethisinourcontract.Wewantthispointtobeinourcontract.GesturesinNegotiation(Handgesture–Continued6)Handgesture:CompromiseWEwilldeductthismuchifthispointisreduced.GesturesinNegotiation(BodyStances)BodyStances:DefensiveLockedbodypositionindicatesheisholdingbackandisunwillingtonegotiate.GesturesinNegotiation(BodyStances–Continued1)Bodystance:DefensiveAlockedfullbodyposeHandsandarmslinkedshowshemaybefrustrated.Hewillnotnegotiate.GesturesinNegotiation(BodyStances–Continued2)Bodystance:DefensiveCrossarmedisverydefensiveandcouldbeaggressivebutconfident.GesturesinNegotiation(BodyStances–Continued2)Bodystance:DefensiveHandsclinchedisholdingbacknotrelaxedsomethingiswrongGesturesinNegotiation(BodyStances–Continued2)Bodystance:ReadinessShowshewantstodothenegotiatingGesturesinNegotiation(BodyStances–Continued2)Bodystance:OpennessHandsrelaxedeasytonegotiatewith.GesturesinNegotiation(BodyStances–Continued2)Bodystance:AuthorityHandsbehindthebackindicateauthority.BereadyforseriousnegotiationGesturesinNegotiation(BodyStances–Continued2)Bodystance:MixedsignalsOnehandhiddenandonehandfree.ReadingtheIssuesinnegotiating

BodyLanguagegesturesrelatedtoattitudesandstrategies

General:EstablishInterestsandnotpositions-Whatareyouinterestsandwhatareyourcounterparts?Donotunderestimatetheimportanceandprotocol–Maintainrespectbybeingawareofwhatthehostisdoing.

ReadingtheIssuesinnegotiating.Taketheotherssidepositionseriously-Trytounderstandallissuesthecounterpartisexpressing.Depersonalizeandfocusonsubstance-Lookattheproblemsanddon’tprojectanattitudeListenandobserveactively-Trytolistentoeachpointbeingmadebytheopponent..PeriodicallysummarizeAgreementasyouaregoingalong–Trytoclarifyasyougoalong.–Showyouarefairwhenreachinganagreement.ExampleWEappreciateyourposition.EstablishafeelingoffairnessbyusingobjectiveDocumentyourpositionandpresentitlogicallyEmphasizethepositive.Knowyourlimits.Beprepared.

ReadingtheIssuesinnegotiating.BeawareoftacticsandtricksHomefieldadvantageStallingWearingyououtUnfavorablepositioningMisrepresentingthefactsTwobitesoftheapple

ReadingtheIssuesinnegotiating.GoodcopbadcopMakingthreatsFishing–BodylanguageConfrontationalPoliterejectionsTreatingitasamisunderstandingStandardcontractPlea