国际商务谈判(英文版)Chapter 8 Being a Good Negotiator.ppt

Part Ⅰ an Overview of International Business Negotiation Part Ⅰ an Overview of International Business Negotiation Part Ⅰ an Overview of International Business Negotiation Part Ⅰ an Overview of International Business Negotiation International Business Negotiation * Part Ⅲ Practical Negotiation and Self-development Chapter 8: Being a Good Negotiator * Goals realize the importance to upgrade your personal negotiation skills； discover your communication style； be a better listener to maximize your negotiating results； build your assertiveness to handle those conflicts. * FORMING THE NOTION OF COMMUNICATION STYLES The Four Communication Styles Understand Your Dominant Communication Style * The Four Communication Styles Style 1: Listeners Style 2: Creators Style 3: Doers Style 4: Thinkers * Style 1: Listeners Listeners are people oriented. They believe that there is more than one method for producing the same results. If you area Listener, you can improve your effectiveness by being more assertive, forcing yourself to focus less on relationships and more on tasks and outcomes, and learning to make observations based on fact, not subjective judgments. If you’re not a Listener, you can negotiate successfully with them if you can identify their objectives. Listeners will then reach the objective in their own way. Listeners have the most conflict when engaging with Doers, their polar opposites. * Style 2: Creators Creators are enthusiastic and excitement-driven people. Their excitement is often contagious and persuasive. They don’t mind breaking away from the negotiations and having fun. If you want to communicate effectively with Creators, understand their need for their ideas to be recognized. Creators tend to have the most conflict with Thinkers. * Style 3: Doers Doers are pragmatic, assertive, results oriented, competitive, and competent. They are no-nonsense, take-charge, get-it-done people. In negotiations, Doers tend to be “street fighters.” They often find it ha