EnglishNegotiation谈判技巧（身体语言）

EnglishNegotiationskills

for

DutchMill

withAj.WillardVanDeBogartContentsGesturesinNegotiationBodyLanguageHandgestureBodyStances

ReadingtheIssuesinnegotiatingBeawareoftacticsandtricksCompanyLogoGesturesinNegotiationBodyLanguage–Howdoyoulookaroundthetable?Awarenessofthecounterpart.Isthecounterparttalkingwithhisarmsandlegscrossedinatensemanner.Istheeyecontactinquiringandattentiveorisaglare?Doessomeonecovertheirmouthwhenheistalkingtoyouaresomeoneelse.Hismannerhaschanged.Howistheotherpersonsitting?Whereisthecounterpartspencilandpad?Becarefulofbodymapping.Peopletendtomirrornonverbalcluesthisisastrategyofnon-verbalcommunication.Howisthepersonsitting?IfyoumatchthecounterparthemaychangehispositionCompanyLogoGesturesinNegotiation(Handgesture)TheHandGesture:PreciseThisisawayofsayexactlyhowmuchyouwant.Orwewillnotacceptanythingmore.CompanyLogoGesturesinNegotiation(Handgesture–Continued1)Handgesture:DetailWeareinterestedinthefinepointsofthiscontract.Weareinterestedinthispoint.CompanyLogoGesturesinNegotiation(Handgesture–Continued2)Handgesture:QuantityThisishowmuchwearewillingtoaccept.Thisishowmuchwearewillingtoaccept.CompanyLogoGesturesinNegotiation(Handgesture–Continued3)Handgesture:Finaloffer.Wewillnotgoanyfurtherthanthis.Wehavereachedthelimittoouroffer.Thisisthelastpointwearewillingtomake.CompanyLogoGesturesinNegotiation(Handgesture–Continued4)Handgesture:ConsiderWewillconsiderdoingthisifyouwilldothat.Ifyouarewilltoagreetothiswecangoforwardwiththeagreement.CompanyLogoGesturesinNegotiation(Handgesture–Continued5)Handgesture:OursTheseareourtermsandwehopeyouwillseeitourway.CompanyLogoGesturesinNegotiation(Handgesture–Continued6)Handgesture:WantWewouldliketohavethisinourcontract.Wewantthispointtobeinourcontract.CompanyLogoGesturesinNegotiation(Handgesture–Continued6)Handgesture:CompromiseWEwilldeductthismuchifthispointisreduced.CompanyLogoGesturesinNegotiation(BodyStances)BodyStances:DefensiveLockedbodypositionindicatesheisholdingbackandisunwillingtonegotiate.CompanyLogoGesturesinNegotiation(BodyStances–Continued1)Bodystance:DefensiveAlockedfullbodyposeHandsandarmslinkedshowshemaybefrustrated.Hewillnotnegotiate.CompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:DefensiveCrossarmedisverydefensiveandcouldbeaggressivebutconfident.CompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:DefensiveHandsclinchedisholdingbacknotrelaxedsomethingiswrongCompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:ReadinessShowshewantstodothenegotiatingCompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:OpennessHandsrelaxedeasytonegotiatewith.CompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:AuthorityHandsbehindthebackindicateauthority.BereadyforseriousnegotiationCompanyLogoGesturesinNegotiation(BodyStances–Continued2)Bodystance:MixedsignalsOnehandhiddenandonehandfree.CompanyLogoReadingtheIssuesinnegotiating

BodyLanguagegesturesrelatedtoattitudesandstrategies

General:EstablishInterestsandnotpositions-Whatareyouinterestsandwhatareyourcounterparts?Donotunderestimatetheimportanceandprotocol–Maintainrespectbybeingawareofwhatthehostisdoing.CompanyLogo

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

ReadingtheIssuesinnegotiating.BeawareoftacticsandtricksHomefieldadvantageStallingWearingyououtUnfavorablepositioningMisrepresentingthefactsTwobitesoftheappleCompanyLogo

ReadingtheIssuesinnegotiating.GoodcopbadcopMakingthreatsFishing–BodylanguageConfrontationalPoliterejectionsTreatingitasamisunderstandingStandardcontractPleaserepeatthatasIam