克劳德·塞利奇-国际商务谈判（英文版）PART4.pptxVIP

;;The art of communication is the language of leadership. — James Humes ;Cross-Cultural Communication- Related Problems Improving Communication in Negotiation Nonverbal Communication Use of Interpreters;Perceptual Bias Stereotyping Halo Effect Selective Perception Projection ;Errors in Processing Information An irrational escalation of commitment The mythical belief that issues under negotiation are a ?xed pie The process of anchoring and adjusting in decision making Issue and problem framing Availability of information ;Errors in Processing Information Winner’s curse Negotiator’s overcon?dence The law of small numbers Self-serving biases The tendency to ignore others’ cognitions The process of reactive devaluation ;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. A good negotiator should engage in active listening. ;Asking Questions Open questions Open questions allow respondents to talk freely about their needs. Conditional questions These are probing questions that seek speci?c information for repackaging the proposal. ;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 speci?cations? 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? ;For the importer or buyer Can you provide us with the necessary additional information so we can reco