国际商务谈判(第9章)-e.pptVIP

Chapter 9 Communication Techniques Chapter 9 Communication Techniques Skill of verbal language Skill of non-verbal language Protocols etiquettes in negotiation Skill of verbal language Listening Speaking Inquiring Replying Effective listening Benefits of effective listening Barriers to effective listening How to listen effectively Benefits of effective listening Get all information Improve the relationship between Resolve the essential issues Encourage the other side Understand more of people The least cost of concession 你是个好的听众吗? 你会选择某个位置以使你能听得更清楚吗？ 你是听主要的看法和事实吗？ 你从不注意讲话者的外表而只关注他的观点吗？ 你注意到你既在看讲话者也在听他所说的话吗？ 你从不以自己的好恶和感情来评价讲话者的话吗？ 你是一直把注意力放在主题上并领悟他的思想吗？ 你会努力深入地思考讲话者内容的逻辑和理性吗？ 当你认为听到的内容有误时，你会克制自己吗？ 讨论时，你愿意让其他人作出最后的结论吗？ 在你评论、回答或不同意他人的观点时，你能尽量以平静心思考吗？ Do you Listen for feelings as well as words? Follow the topic continuously? Stop listening when you think the speaker is wrong? Start planning your response while you are listening? Let others have the last word? Consider another point of view before disagreeing? Make up your mind before starting to listen? Barriers to effective listening You are thinking about what you are going to say You have decided that the speaker is not worth listening to You have decided that you know what the speaker is going to say You have decided that you disagree with the speaker Assuming that effective communication is the sender’s responsibility Assuming that talking has more advantages than listening Physical distractions Message overload Hearing problems Rapid thought Listening more effectively Be open-minded “Holding every chance accessing to the truth.” Minimize distractions, be alert and focused Take notes demonstrate active listening: Sit up straight Face the speaker Make eye contact Uncross arms/legs Lean forward Talk less Pay attention to verbal and nonverbal cues Ask questions: So the way you see it…’ How would that work… In other words, you want… Ensuring others to listen effectively Checking for