EnglishNegotiation谈判技巧(身体语言).ppt

English Negotiation skillsforDutch Millwith Aj. Willard Van De Bogart Contents Gestures in Negotiation Body Language – How do you look around the table? 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 sitting? 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 Gestures in Negotiation (Hand gesture) The Hand Gesture: Precise This is a way of say exactly how much you want. Or we will not accept anything more. 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. Gestures 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. Gestures 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 make. 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. Gestures in Negotiation (Hand gesture – Continued5) Hand gesture: Ours These are our terms and we hope you will see it our way. 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. Gestures in Negotiation (Hand gesture – Continued6) Gestures in Negotiation (Body Stances) Body Stances: Defensive Locked body positio