国际商务谈判 中国人民大学出版社 PART4

CHAPTER 10 Communication Skills for Effective Negotiations
The art of communication is the language of leadership.
— James Humes
GLOBAL BUSINESS NEGOTIATIONS
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GLOBAL BUSINESS NEGOTIATIONS
Example of useful questions when negotiating
For the exporter or supplier
What do you think of our proposal? Why don’t you give us a trial order to see for yourself our capacity to produce to your specifications? If you waive the penalty clause, would you be ready to accept? If we maintain last year’s prices, would you place an order by? From where are you getting your supplies? If we guarantee weekly shipping, would you agree to? Yes, I understand what you are saying. However, would you be ready to consider? Yes, we could meet your additional requirements. Provided you would be willing to meet the extra costs?
Nonverbal Communication
Touching
The best thing to do is to avoid touching at all. This way he or she avoids doing the wrong thing. Just shaking hands is the safest way to avoid the touching dilemma. In negotiations, space refers to the distance at which people feel comfortable when interacting with another person. The rule of thumb is to let the host set the distance limit, with the guest adapting to the cultural traits of the host.
Improving Communication in Negotiation
Listening
Passive listening amounts to receiving a message without providing any feedback Acknowledgment involves some interest in the information delivered. Active listening means being thoroughly involved in the messages received and carefully analyzing and attaching meaning to the information contained in the messages.
Open questions allow respondents to talk freely about their needs.

Conditional questions
These are probing questions that seek specific information for repackaging the proposal.
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Example of useful questions when negotiating
For the importer or buyer
Can you provide us with the necessary additional information so we can reconsider your offer? Can you tell me more about your company’s manufacturing process? If we give you assistance in this technical aspect, would you agree to . . . ? If we modify our specifications, will you consider . . . ? What is your exact production capacity? What are your quality assurance procedures? If we agree to a long-term contract, would you be ready to . . . ? Your product is fi ne, but your prices are not competitive. Would you be willing to review your pricing structure? What is your price for a larger order?
Vocalics
A wise negotiator should try to behave normally without using this aspect of vocalics to his or her advantage.
GLOBAL BUSINESS NEGOTIATIONS
A good negotiator should engage in active listening.
GLOBAL BUSINESS NEGOTIATIONS
Improving Communication in Negotiation
Asking Questions
Open questions
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Cross-Cultural Communication- Related Problems
Perceptual Bias
Stereotyping


Halo Effect
Selective Perception

Projection
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Cross-Cultural Communication- Related Problems
Errors in Processing Information
Winner’s curse


Negotiator’s overconfidence
The law of small numbers Self-serving biases The tendency to ignore others’ cognitions The process of reactive devaluation
GLOBAL BUSINESS NEGOTIATIONS
Use of Space
Practical Solutions To Global Business Negotiations
克劳德•赛利奇（Claude Cellich） 著 苏比哈什•C •贾殷（Subhash C. Jain）
www.themegallery.com
GLOBAL BUSINESS NEGOTIATIONS
PART 4 Negotiation Tools
CHAPTER 10 Communication Skills for Effective Negotiations
PART 4
CHAPTER 11 Demystifying the Secrets of Power Negotiations
GLOBAL BUSINESS NEGOTIATIONS
GLOBAL BUSINESS NEGOTIATIONS
Improving Communication in Negotiation
Reversing Roles
The role reversal technique implies the negotiator putting himself or herself in the shoes of the other party and, then, contemplating various aspects of the negotiation.
CHAPTER 10 Communication Skills for Effective Negotiations Cross-Cultural CommunicationRelated Problems
Improving Communication in Negotiation
Nonverbal Communication Use of Interpreters
GLOBAL BUSINESS NEGOTIATIONS
Nonverbal Communication
Body Language: gestures, body movement, facial movement, and eye contact Vocalics (also called paralanguage): tone, volume, and sounds that are not words Touching Use of Space Use of Time Physical Appearance: body shape and size, clothing, jewelry Artifacts: objects associated with a person, such as office size, office furniture, personal library, and books
GLOBAL BUSINESS NEGOTIATIONS
Cross-Cultural Communication- Related Problems
Errors in Processing Information
An irrational escalation of commitment The mythical belief that issues under negotiation are a fixed pie The process of anchoring and adjusting in decision making Issue and problem framing Availability of information
GLOBAL BUSINESS NEGOTIATIONS
Nonverbal Communication
Body Language
Body movements vary from culture to culture. Aspects of body language vary depending on where people are negotiating.