VerbalCommunicationSkillsinBusinessNegotiation-2019年文檔

1、Verbal Communication Skills in Business Negotiation1. For the part of narratingThe negotiator should state his or her position，opinions ， and requirements ， or refer to unreasonable points in the position ， opinions ， and requirements of your counterparts ， so as to make clear the possibility，barric

2、ades ， of your cooperation ， and interests of both sides.Here are some important points in narrating：First ， articulate ； Negotiators need to express themselves clearly in order to speak with a devotion to the purpose of the negotiation. Second， being precise andconcise ； avoid presenting too many i

3、ssues ， highlight the strongest ones， being concise and get to the point without being blunt. Emphasize the main point often ， and focus on the benefit to the other party. Third， pay attention tothe opening and ending ； before you begin any negotiation process ， organize your thoughts ， take notes a

4、nd plan what you are going to say ， and the summary must be realistic，must be worded properly or it will be suspicious. Last， negotiator should also focus on his or her tones. Set the tone early ， offset any bad rumors ， and be candid. But sometimes ， silence can also be a powerful negotiating tool.

5、2. For the part of questThe second important negotiation skills are cleverquestions. The question one asks will either elicit information or will invoke an emotional or irrational response. Asking questions the right way is both an art and a science ， the negotiator should focus on the ways of quest

6、ing ： to select the quest ， to clarify the quest ， to explore the quest and to induce the quest ， as well choose to quest after the counterpart end， between or before his or her speech.The following are the most productive tips to quest in a negotiation ：To begin with ， one should preparing question

7、s beforehand. The trouble is most of us need time to think in negotiation. We often find we get our best answers in the car driving home.“Why didn t I ask ？” So toprepare the questions in advance can help the negotiation to run smoothly. Next ， avoid question that blockcompromise， balance the intere

8、sts of both the customer and company to create a win-win situation. Then， stop questing when your counterparts refuse to answer ， when you are asking questions to get information you need to evaluate the circumstances of your negotiation， you want yourcounterpart to work with you and not against you

9、. Last but not least ， dont vie to quest ， dont chime in when your counterpart is answering and make short your questions，remember to avoid the ambiguity arising from cross-cultural exchange. 3. For the part of answeringIn any business negotiation ， the other party will ask something of you. They ma

10、y ask you whether you want to take it or leave it， or whether you agree with the terms andconditions. In any case ， you will have to provide the best answer you can.The tips of answering questions lie in knowing what to say and what not to say. It does not lie in being right or wrong. Leave enough t

11、ime before answering and remember do not answer what you are not supposed to answer. Quest instead of answering ， which means answer questions with questions ， listen and question the person you are negotiating with ， as you may discover a better deal thanyou ever thought was possible， e.g. You are

12、negotiatingthe price of a car. The purchaser asks ， would you be willing to take $4，000.00 for the car ？ You would reply ， if I were to take $4， 000.00 ， would you pay me now？ Last ， repeat and interrupt inflexibly.4. ConclusionCommunication is a major determinant of strategies and tactics in busine

13、ss negotiations. The language of a business negotiation is a complicated smorgasbord of sounds， words and non-verbal signatures. Language， theproper use of it， is more than words or sounds in anegotiation. It is the meaning behind them that reveals the real meaning of the speaker. It can be said that a reasonable use of language is very important for business negotiations ， or even can decide the success or failure of negotiations.References ：1 Roy J.Lewicki & David M. Saunders & John W. Minton ，Negotiation ，Published by Craig S. Beytien， 20002 Boston， Massachusetts ， The Essential ofNegoti