UNIT 7 Terms of Payment 英语谈判口语课件.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 7 Terms of Payment 北京大学出版社 主编：刘玉玲 Unit 7 Terms of Payment A Glimpse of Negotiation Strategy The Intangibles: Other Elements that affect negotiation It is important to communicate very carefully. Subtle verbal and body language can make a difference in how your negotiation progresses. Spend more time listening than talking and make direct eye contact. Use the word and instead of but. This helps to send the signal that you are interested in the other party and are seeking common ground. Intangibles are often the key factors in many negotiations. Some of these intangibles are: Communications: Be careful about using the phone, e-mail, and other nonvisual communication vehicles. A lack of facial expressions, vocal intonation, and other cues can result in a negotiation breakdown. Constantly reiterate your interest in the other side’s concerns and your determination to find a mutually satisfactory resolution. Personalities: Be conscious of aspects of your personality such of your own needs and interpersonal style as well as the other person’s personality; these factors will play a key role and understanding yourself will be an important factor. Your own personality and style: How much you trust the person; how free with your emotions; how much you want to conceal or reveal; YOUR SITE HERE UNIT 7 Terms of Payment Physical space: Sometimes where the negotiation takes place can be important; are we negotiating in a space we are uncomfortable and other is comfortable? Past interaction: If there is a history of conflict resolution with this person, think about how this history might affect the upcoming negotiation Time pressure: Think about whether time pressure will affect the negotiation and whether you need to try to change this variable? Subjective utilities: Be aware that people place very different values on elements of a negotiation. For example, in negotiating for a job, you may place a high value on location and relatively