Business negotiation skills语言沟通的艺术

Businessnegotiationskills语言沟通的艺术Businessnegotiationactivitiesarethebattlefieldwithoutsmokeofpowder.Onthenegotiationtable,thingsareprettychangeable,whichweusuallycalledamidstthewindsofchange,thatalwayscausesnegotiantsbehardtoputtocopewiththesituation,eventhoughoneswhoarefullofexperience.Asknown,negotiationisaprocessofexchanginginformationindoubleways,andtheinformation’ssendingandreceivinglargelydependonnegotiants’communicationskills.Whennegotiating,languagethenbecomesthemostvitalinstrumentofcommunication.Notonlycanweexpressourstandpoint,acquires,opinionsbyusinglanguage,butalsowecanknowbetterabouttheopponents'views,thoughts,standpoint.Thatistosay,languageisabarrierwhichinfluencesnegotiationtogoessmoothlyornot.Duetothislinguisticdivide,onesidemaynotunderstandtheotherside’smeaningandcontentcorrectlybuttomakethemisunderstandingsanddivergencestobreaknegotiationdown.Thus,weneedtomakeachoice,whichlanguageshouldweuse.1.1theroleoflanguagecommunicationInbusinessnegotiation,languageexpressingabilityisveryimportant,becauseitispowerfultoconvincetheopponentandachievemutualunderstanding,coordinatetheinterestsandgoalsofbothpartiesbymakeyourexpressionfilledwithclearnarration,cleararguments,sufficientevidence.Themajorroleoflanguagecommunicationistoconvincetheopponent.Duringthenegotiation,negotiantsareuausllylockedincombatfortheirownpersonalinterests,then,whichsidecanconvincetheothersidetotakeitspointandmakeconcession,thesidewinthegame,otherwise,itloses.Clearingtheatmosphereandstrengthenrelationshipsaretheotherroleoflanguagecommunication.Negotiationisahead-to-headmeeting,itinfluencesbytheatmospherefrombeginningtoend.Atmospherevaryswiththecommunicationbetweenbothparties.Toformaharmoniousatmosphereneedsbothsidestoworkhard,however,itcanberuinedeasilybypiecesofwords.Hence,wisenegotiantsoftentakecareoftheirexpressionanddiction,evenwhentheyarediscussingthebifurcationproblem,theyneverlosetheirtempereasilyandcriticizeopponents,naturally,thosehurt-feelingwordsneverjumpout.1.2typesofnegotiationlanguageHumanlanguageisrich,andeverynationhasitsownlanguage,andalltradesandprofessionsusetheirownlanguage.Onthebasisofthespeaker’sattitude,purposeandrolesofthelanguage,wecandevidenegotiationlanguageintosixtypes:Courtesycommunicativelanguage,Professionalcommunicationlanguage,Legallanguage,Diplomaticlanguage,Literarylanguage,Militarylanguage.Tothenegotiator,itisnecessarytolearnaboutandstudythesedifferentkindsoflanguage.1.3Negotiationprinciple1.31Don’tBelieveEverythingYouSeeandHearPartofagoodsalesperson’sskillistolearntoreadpeopleandsituationsveryquickly.However,whenitgetsdowntonegotiationg,youhavetotakeeverythingyouseeandhearwithagrainofsalt.Buyersaregoodnegotiators,andthustheyaregoodactors.Youmaybetheonlypersonwhohaswhatsheneeds,buteverythingshedoesandsays,frombodylanguagetothewordssheuses,willbedesignedtoleadyoutobelievethatunlessshegetsanextra10%off,sheisgoingwiththecompetition.Beskeptical.Besuspicious.Test,probe,andseewhathappens.1.3.2don’tofferyourbottomlineearlyinthenegotiationHowmanytimeshaveyoubeenaskedto“givemeyourbestprice?”andhaveyouevergivenyourbestpriceonlytodiscoverthatthebuyerstillwantedmore?Youhavetoplaythegame.Itisexpected.Ifyoucoulddropyourpriceby10%,startoutwith0%,or2%,or4%.Leaveyourselfroomtonegotiatesomemore.Whoknows—youmaygetitfora2%reduction.Youmighthavetogoallthewayto10%,butoftenyouwon’t.alittlestubbornnesspaysbigdividends.1.3.3doathoroughsearchandreaearchforinformationInformationisthelifebloodofthenegotiatingprocess.Togointoanegotiationwithnoinformationistogoinblind.Itisessentialtobeginsearchingforinformationfromtheverybeginning,evenbeforeyourinitialcontactwiththeotherparty.Therearethereprimarysourcesofinformation.Thefirstisdatabases.InformationcanbefoundinnumerouslocationssuchastheInternet,newspaperandotherrelatedresearchsources.Thesecondsourceofinformationisthirdpartieswhomayknowaboutorhavehaddealingswiththepeoplewithwhomyouarenegotiating.Friends,acquaintancesandbusinessassociatesmayhavesomeoftheinformationthatyouneed,ortheymayhavefriendswhocouldgiveyouthatinformation.Thethirdsourceofinformationisthepartywithwhomyouarenegotiatingandtheirassociates.Trytodevelopmultiplecontactswithintheirorganizationandpiecetogetherbitsofinformationfromallofthesecontacts.Whiletheresearchforinformationisthemostintensivepriortothebeginningofthenegotiation,itneverstops.Additionalinformationcanbegainedacrossthebargainingtableorbetweennegotiatingsessions.Thesearchforinformationcontinuesevenafteranegotiationisconcluded,asyouimplementyouragreementandprepareforfuturenegotiation.1.3.4,bepatientFinally,andmostimportant,bepatient.Salesareahighenergy,fastmovingbusiness.Patienceisonecommoditythatisinrelativelyshortsupply,butifyou’reimpatientinanegotiation,youwillloseyourshirt.IfIamnegotiatingwithyouandIknowthatyouareimpatient,Iwillholdoutjustalittlelonger,nomatterhowdesperateIamtomakeadealwithyou.AslongasIknowyouareinahurry,Iwillwait.Sobepatient.Takethetimethatyouneed,don’trushtogivein,don’tshowyouranxiety,staycoolanddon’tpanic.Negotiationisaprocessandag