标准书号68-69 308-06896 Unit 13 Business Negotiation新.pptVIP

商务英语阅读 作者：李树红 Unit 13 Business Negotiation Background Information Key to exercises Business negotiation Think back to when you were a child. You constantly made demands on your parents - for their time, their attention, their money and for all the things they gave you. Was this a negotiation? Or was it an unfair trade? Of course, your parents got something in return and, as a child, you instinctively knew that you could ask for the moon on a stick and your parents would still get more out of the deal. At least, you acted if that were true, and herein lies the first secret of negotiation and influence: Act as if you fully expect to get more than you are asking for Of course, this presupposes that you know both what you want and what you are prepared to settle for. In all kinds of transactions, people have two expectations; what they would like and what they would settle for. What I see, time and time again, is that people end up getting what they would settle for. Theres an important lesson in that. * What do I want? * What is the minimum I will settle for? * What would I get in my wildest dreams? * What is a realistic expectation? Planning your strategy? In order to execute any plan you need a strategy. In other words, after you have decided what you want, the next step is to do something. The question is - what? Planning a strategy is not the same as doing something. Ultimately, people can only give you what you want if they know you want it. Therefore, the next secret of negotiation and influence is: The easiest way to get what you want is to ask for what you want And do it in the most direct way possible.? Other people cannot be relied upon to understand hints and gentle nudges, or roundabout requests, or tact, or any of the other ways that we make ourselves feel less self conscious about expressing our needs. If you do not habitually tell people what you want then you have no right to get it! So, taking your original goal: * How will I know