1、LOGOEnglish Negotiation skillsforDutch MillwithAj.Willard Van De BogartContentsGestures in NegotiationBody LanguageHand gestureBody Stances Reading the Issues in negotiatingBe aware of tactics and Company LogoGestures in NegotiationBody Language How do you look around the table?Awareness of the coun
2、ter 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 sitting?Where is the counter parts pe
3、ncil 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 Company LogoGestures in Negotiation(Hand gesture)The Hand Gesture:PreciseThis is a way of say exactl
4、y how much you want.Or we will not accept anything Company LogoGestures in Negotiation(Hand gesture Continued1)Hand gesture:DetailWe are interested in the fine points of this contract.We are interested in this Company LogoGestures in Negotiation(Hand gesture Continued2)Hand gesture:QuantityThis is h
5、ow much we are willing to accept.This is how much we are willing to Company LogoGestures in Negotiation(Hand gesture Continued3)Hand gesture:Final offer.We will not go any further than this.We have reached the limit to our offer.This is the last point we are willing to Company LogoGestures in Negoti
6、ation(Hand gesture Continued4)Hand gesture:ConsiderWe will consider doing this if you will do that.If you are will to agree to this we can go forward with the Company LogoGestures in Negotiation(Hand gesture Continued5)Hand gesture:OursThese are our terms and we hope you will see it our Company Logo
7、Gestures in Negotiation(Hand gesture Continued6)Hand gesture:WantWe would like to have this in our contract.We want this point to be in our Company LogoGestures in Negotiation(Hand gesture Continued6)Hand gesture:CompromiseWE will deduct this much if this point is Company LogoGestures in Negotiation
8、(Body Stances)Body Stances:DefensiveLocked body position indicates he is holding back and is unwilling to Company LogoGestures in Negotiation(Body Stances Continued1)Body stance:DefensiveA locked full body pose Hands and arms linked shows he may be frustrated.He will not Company LogoGestures in Nego
9、tiation(Body Stances Continued2)Body stance:DefensiveCross armed is very defensive and could be aggressive but Company LogoGestures in Negotiation(Body Stances Continued2)vBody stance:DefensivevHands clinched is holding back not relaxed something is Company LogoGestures in Negotiation(Body Stances C
10、ontinued2)vBody stance:ReadinessvShows he wants to do the negotiating Company LogoGestures in Negotiation(Body Stances Continued2)vBody stance:OpennessvHands relaxed easy to negotiate Company LogoGestures in Negotiation(Body Stances Continued2)vBody stance:AuthorityvHands behind the back indicate au
11、thority.Be ready for serious Company LogoGestures in Negotiation(Body Stances Continued2)vBody stance:Mixed signals vOne hand hidden and one hand Company LogoReading the Issues in negotiating v Body Language gestures related to attitudes and strategiesv General:v Establish Interests and not position
12、s-What are you interests and what are your counterparts?v Do not under estimate the importance and protocol Maintain respect by being aware of what the host is Company LogoReading the Issues in negotiating.v Take the others side position seriously-Try to understand all issues the counterpart is expr
13、essing.v Depersonalize and focus on substance-Look at the problems and dont project an attitudev Listen and observe actively-Try to listen to each point being made by the opponent.v Periodically summarize Agreement as you are going along Try to clarify as you go along.Show you are fair when reaching
14、 an agreement.Example WE appreciate your position.v Establish a feeling of fairness by using objectivev Document your position and present it logicallyv Emphasize the positive.v Know your limits.v Be Company LogoReading the Issues in negotiating.v Be aware of tactics and tricksv Home field advantage
15、v Stallingv Wearing you outv Unfavorable positioningv Misrepresenting the factsv Two bites of the Company LogoReading the Issues in negotiating.vGood cop bad copvMaking threatsvFishing Body languagevConfrontationalvPolite rejectionsvTreating it as a misunderstandingvStandard contractvPlease repeat that as I am sure I understandvNo initial Company LogoIts a deal:The Different Hand shakes -PCompany LogoIts a deal:The Different Hand shakes -PCompany LogoLOGOAj.Willard Van De Bogart Nakhon Sawan Rajabhat University
