Interpreting Negotiation Etiquette In Negotiation

Since conversation is the first step, we should be good at listening.

Neal has clearly pointed out that listening is an important means to find the other party's needs.

American negotiant Carlos also said: "if you want to give the other person a little compromise, you can easily do it. You just listen attentively to him and say that life is done. Listening is the most economical concession you can make".

Proper questioning helps to listen.

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People who are good at listening tend to leave good impression of polite, respectful, caring and understanding people. Listening is also a very important foundation and premise for most of them to achieve correct expression. Some negotiators often use listening to establish their own willingness to become the image of each other's friends, so as to gain mutual trust and respect. When the other party regards you as his friend, it lays the foundation for persuasion and persuasion.

Listening refers to a process of listening carefully, attentively and carefully by the listener, observing the speaker's way of expression and behavior, timely and appropriate information feedback, and responding to the speaker so as to enable the speaker to make a comprehensive, clear and accurate exposition and obtain useful information.

The etiquette of listening is:

(1) focus.

Negotiators must keep awake and concentrate at all times in their talks. The speed of listening and thinking is generally 4 times faster than that of speeches. Therefore, listening to other people's thoughts is very easy to leave. At the same time, according to relevant research materials, normal people can only remember 60% to 70% of what they hear on the spot. If they do not concentrate, they will remember less.

From then on, we must concentrate on listening to others and try to exclude the interference of environment and their own factors.

(2) pay attention to the way the other person speaks.

The wording, expression, tone and intonation of the other person convey some information and pay close attention to it. They can find the hidden needs of each other and truly understand all the information conveys by the other side.

(3) observe each other's facial expressions.

Observing and judging is a supplementary method to judge the speaker's attitude and intention.

Listening to the occasion of negotiation is the four comprehensive effect of "ear to eye, heart to heart, brain to".

"Listening" means not only using ears to listen, but also using the eyes to observe, using their own heart to put forward the idea of putting oneself in the place for each other's words, and using their own brains to study and judge the motivation behind each other's words.

Standard listening is not allowed to listen to one's mind while thinking about what to say when it comes to your own speech. It's thinking about how the speaker should solve his or her problems, plan his own advice, think about some similar experiences that he associates with the content he heard, and plan how or whether to tell the speaker's own experience.

We must concentrate and concentrate on getting the information of the speaker, so that the divergent thinking will disappear.

(4) through some appropriate ways, such as gaze, concern for sympathetic facial expressions, nod approval, forward posture and some voice of attention, prompting the speaker to continue.

(5) learn to be patient.

If it is difficult to understand and avoid listening, especially when the other person says he does not want to listen or even annoy himself, he should listen to it as long as he does not say so. He must not interrupt his speech, or even leave or fight back, so as not to "hook" or impolite. He should try to clarify his intentions and not rush to express his answers to problems that can not be answered immediately. He should seek other ways to solve them.