国际商务谈判-课件-Unit-4.ppt

BusinessNegotiationInternational

UnitFOURClaRIFYINGPOSITIONSBackgroundinformation倾听是语言实现正确表达的十分重要的基础和前提。倾听不是指能听见讲话者的话就行，也不是指单一地静听而无听者的信息反馈。倾听是指听话者以积极的态度，认真、专注地悉心听取讲话者的陈述。观察讲话者的表达方式及行为举止，及时而恰当地进行信息反馈，对讲话者作出反应，以促进讲话者进行全面、清晰、准确的阐述并从中获取有益信息。在倾听的过程中，要注意对方说话的方式和表情变化。一个合格的谈判者应该是观察人的行家。另外，对于听到的陈，特别是关键性问题，即使是听懂了，也可通过反问的方式进一步证实。在倾听过程中，可以通过恰当的方式促进讲话者阐明其看法。

UnitFOURClaRIFYINGPOSITIONS1.Inanegotiation,whataretheadvantagestobegainedfromlisteningwell?Whatcanstopyoufromlistening?

UnitFOURClaRIFYINGPOSITIONSSomeadvantagesoflisteningwell:--Youunderstandtheotherparty’snegotiationposition.--Youdevelopargumentsthatrespondtotheirneeds.--Youdemonstratethatyouaresympathetictotheirposition.--Youshowthatyourespectandvaluewhattheyhavetosay.

UnitFOURPreparingthegroundWhatmightstopyoufromlistening:--Youarethinkingaboutwhatyouaregoingtosay.--Youhavedecidedthatthespeakerisnotworthlisteningto.--Youhavedecidedthatyouknowwhatthespeakerisgoingtosay.--Youhavedecidedthatyoudisagreewiththespeaker.

UnitFOURPreparingtheground2.Howcanyouensurethat:a.Youlisteneffectivelytoothers?b.Otherslisteneffectivelytoyou?a.Techniquesforeffectivelisteninginclude:--Keepinganopenmind.--Clarifyingwhatyoudonotunderstand-byaskingquestionsifnecessary.

UnitFOURClaRIFYINGPOSITIONSb.Techniquesforensuringotherslisteninclude:--Checkingforcomprehension.--Pausingtogivepeopletimetoaskquestions.--Allowingcommentsandquestions.

UnitFOURClaRIFYINGPOSITIONS4.WatchVersion1.WhydoesKarengetsofrustrated?Sheisunabletoachieveherobjective----clarifyingthecontractpricing----becauseoffrequentandunstructuredinterruptions.SeanandFrancoisearenotlisteningtoher.Shecan’tkeepthemeetingontrack.

UnitFOURClaRIFYINGPOSITIONS5.WatchVersion1again.HowcouldKarenensurethatLevienreallyunderstandwhatisonthetable?---Sheneedstobe