《商务谈判课件（英文）》Lecture 6.pptVIP

课程名称：商务谈判 主讲人：袁晶（哈尔滨学院商务英语专业） Review Communication in Negotiation Lecture 6 Lead-in Contents 6.1 Interactive Listening Listening is one of the most important skills of a good negotiator. A common refrain from many mothers is, You should listen more than you should speak. God gave you two ears but only one mouth. In the negotiating context, that means each party must be able to hear and understand what the other party is saying if an agreement is going to be reached. 6.1.1 Barriers to listening Many things can block a persons ability to be a good listener. Jason De Boer suggests four possible barriers to good listening skills. After that, in July 1945,Presidents from Russia, America and Britain held meetings in Potsdam again.(波茨坦, 德国东部城市). 6.1.2 Active listening Listening is as persuasive as speaking An American auto company wanted to choose a kind of cloth to decorate the inner part of their cars. Three company provided sample for this company. The American auto company decided to let them make a presentation on their own products. Sales rep. from company A couldn’t speak fluently because of serious laryngitis(喉炎), the board chairman had to make presentation by himself. After the presentation, the board chairman answer questions, and the sales rep. just smile and nod to their clients. After the meeting, the sales rep. from company A acquired a big order which was worth $16 million. Questions: Why does the sales rep. acquire such a big order? 6.1.3 Interactive listening skills 6.2 Nonverbal communication Case Analysis Body language may provide clues as to the attitude or state of the mind of a person. During World War II, the German Bureau of Investigation caught a group of American soldiers dressed as German soldiers. They were mostly the offspring of German or Austrian immigrants born and brought up in America and their appearance and language were almost the same as the Germans. However, they were betrayed by some subtle characteristics of their behavio