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1、English Negotiation skillsforDutch Millwith,Aj. Willard Van De Bogart,Company Logo,Contents,Gestures in Negotiation,Body Language,Hand gesture,Body Stances,Reading the Issues in negotiating,Be aware of tactics and tricks,Company Logo,Gestures in Negotiation,Body Language How do you look around the t
2、able? Awareness 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 sitti
3、ng? Where is the counter 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 position,Company Logo,Gestures in Negotiation (Hand gesture),Th
4、e Hand Gesture: Precise This is a way of say exactly how much you want. Or we will not accept anything more.,Company Logo,Gestures in Negotiation (Hand gesture Continued1),Hand gesture: Detail We are interested in the fine points of this contract. We are interested in this point.,Company Logo,Gestur
5、es in Negotiation (Hand gesture Continued2),Hand gesture: Quantity This is how much we are willing to accept. This is how much we are willing to accept.,Company Logo,Gestures in Negotiation (Hand gesture Continued3),Hand gesture: Final offer. We will not go any further than this. We have reached the
6、 limit to our offer. This is the last point we are willing to make.,Company Logo,Gestures in Negotiation (Hand gesture Continued4),Hand gesture: Consider We 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 Logo,Gestures in N
7、egotiation (Hand gesture Continued5),Hand gesture: Ours These are our terms and we hope you will see it our way.,Company Logo,Gestures in Negotiation (Hand gesture Continued6),Hand gesture: Want We would like to have this in our contract. We want this point to be in our contract.,Company Logo,Gestur
8、es in Negotiation (Hand gesture Continued6),Hand gesture: Compromise WE will deduct this much if this point is reduced.,Company Logo,Gestures in Negotiation (Body Stances),Body Stances: Defensive Locked body position indicates he is holding back and is unwilling to negotiate.,Company Logo,Gestures i
9、n Negotiation (Body Stances Continued1),Body stance: Defensive A locked full body pose Hands and arms linked shows he may be frustrated. He will not negotiate.,Company Logo,Gestures in Negotiation (Body Stances Continued2),Body stance: Defensive Cross armed is very defensive and could be aggressive
10、but confident.,Company Logo,Gestures in Negotiation (Body Stances Continued2),Body stance: Defensive Hands clinched is holding back not relaxed something is wrong,Company Logo,Gestures in Negotiation (Body Stances Continued2),Body stance: Readiness Shows he wants to do the negotiating,Company Logo,G
11、estures in Negotiation (Body Stances Continued2),Body stance: Openness Hands relaxed easy to negotiate with.,Company Logo,Gestures in Negotiation (Body Stances Continued2),Body stance: Authority Hands behind the back indicate authority. Be ready for serious negotiation,Company Logo,Gestures in Negot
12、iation (Body Stances Continued2),Body stance: Mixed signals One hand hidden and one hand free.,Company Logo,Reading the Issues in negotiating,Body Language gestures related to attitudes and strategies General: Establish Interests and not positions - What are you interests and what are your counterpa
13、rts? Do not under estimate the importance and protocol Maintain respect by being aware of what the host is doing.,Company Logo,Reading the Issues in negotiating.,Take the others side position seriously - Try to understand all issues the counterpart is expressing. Depersonalize and focus on substance
14、 - Look at the problems and dont project an attitude Listen and observe actively - Try to listen to each point being made by the opponent. 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
15、position. Establish a feeling of fairness by using objective Document your position and present it logically Emphasize the positive. Know your limits. Be prepared.,Company Logo,Reading the Issues in negotiating.,Be aware of tactics and tricks Home field advantage Stalling Wearing you out Unfavorable
16、 positioning Misrepresenting the facts Two bites of the apple,Company Logo,Reading the Issues in negotiating.,Good cop bad cop Making threats Fishing Body language Confrontational Polite rejections Treating it as a misunderstanding Standard contract Please repeat that as I am sure I understand No initial compromise,Company Logo,Its a deal: The Different Hand shakes - Practice,Company Logo,Its a deal: The Different Hand shakes - Practice,Aj. Willard Van De Bogart Nakhon Sawan Rajabhat University,Thank You !,