国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 8Being a Good Negotiator.ppt

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1、InternationalBusinessNegotiation1PartⅢPracticalNegotiationandSelf-developmentChapter8:BeingaGoodNegotiator2Goalsrealizetheimportancetoupgradeyourpersonalnegotiationskills；discoveryourcommunicationstyle；beabetterlistenertomaximizeyournegotiatingresults；buildyourassertivenesstohandlethosecon

2、flicts.3FORMINGTHENOTIONOFCOMMUNICATIONSTYLESTheFourCommunicationStylesUnderstandYourDominantCommunicationStyle4TheFourCommunicationStylesStyle1:ListenersStyle2:CreatorsStyle3:DoersStyle4:Thinkers5Style1:ListenersListenersarepeopleoriented.Theybelievethatthereismorethanonemethodforproducin

3、gthesameresults.IfyouareaListener,youcanimproveyoureffectivenessbybeingmoreassertive,forcingyourselftofocuslessonrelationshipsandmoreontasksandoutcomes,andlearningtomakeobservationsbasedonfact,notsubjectivejudgments.Ifyou’renotaListener,youcannegotiatesuccessfullywiththemifyoucanidentifyth

4、eirobjectives.Listenerswillthenreachtheobjectiveintheirownway.ListenershavethemostconflictwhenengagingwithDoers,theirpolaropposites.6Style2:CreatorsCreatorsareenthusiasticandexcitement-drivenpeople.Theirexcitementisoftencontagiousandpersuasive.Theydon’tmindbreakingawayfromthenegotiationsan

5、dhavingfun.IfyouwanttocommunicateeffectivelywithCreators,understandtheirneedfortheirideastoberecognized.CreatorstendtohavethemostconflictwithThinkers.7Style3:DoersDoersarepragmatic,assertive,resultsoriented,competitive,andcompetent.Theyareno-nonsense,take-charge,get-it-donepeople.Innegotia

6、tions,Doerstendtobe“streetfighters.”Theyoftenfindithardtoplay“win-win”negotiatingbecausetheycanbeunconcernedwithothers’needs.Theynegotiatetowin.IfyouareaDoer,youcanimproveyourcommunicationbyspendingmoretimelisteningandallowingotherstoparticipateinnegotiatingsessions.Doerstendtohavethegreat

7、estconflictwithListeners.8Style4:ThinkersThinkersaredetail-orientedpeople.Theyareslowanddeliberativeinmakingdecisions(“Let’srunthenumbersonemoretime”)becausetheyarealwayslookingfortheperfectsolution.Thinkerscanimprovetheircommunicationwithothersbymovingfaster,