Section 3 International business negotiation skills

3.1 Listening skills in international business negotiations

     3.1.1 Major forms of listening

     a. Passive listening

     b. Acknowledgment

     c. Active listening

     3.1.2 Specific listening skills

     1. Be motivated to listen.

     2. If you must speak, ask questions.

     3. Be alert to nonverbal cues.

     4. Let your counterpart tell her story first.

     5. Do not interrupt when your counterpart is speaking.

     6. Fight off distractions. 

     7. Do not trust your memory. 

     8. Listen with a goal in mind.

     9. Look your counterpart in the eye.

     10. React to the message, not the person.

     11. Don’t get angry. 

     12. Remember, it is impossible to listen and speak at the same time. 

3.2 Questioning skills in international business negotiations

     3.2.1 Why to ask questions

     1. Gain information. 

     2. Check understanding and interest level.

     3. Determine behavioral style. 

     4. Gain participation.

     5. Give information.

     6. Get an opinion.

     7. Bring attention back to the subject.

     8. Reach agreement. 

     9. Reduce tension. 

     10. Give positive strokes.

     3.2.2 When to ask questions

     a. Question at the end of the speech

n   b. Question at the pause of the speech

 c. Question before and after your speech

     d. Question in the debate time of  the agenda

     3.2.3 Two main types of questions

     1. Closed-ended and restrictive. 

     2. Open-ended and expansive. 

     3.2.4 Keys to proper questioning

     1. Have a plan. 

     2. Know your counterpart.

     3. Move from the broad to the narrow.

     4. Use proper timing. 

     5.Ask permission to ask a question. 

     6.Use silence.

3.3 Answering skills

     3.3.1. Keep thinking time for yourself.

     3.3.2 Make clear about purposes of the questions

     3.3.3 Never answer once and all 

     3.3.4  Arts of avoidance 

     3.3.5 Replace answering with asking

     3.3.6. Pass the buck

     3.3.7 Find excuses to postpone replies to earn more time for further thinking

3.4 Stating skills in international business negotiations

     3.4.1. Important negotiations points in stating ideas

     1.Be Honest.

     2.Be concise and clear.

     3.Use the appropriate tone and speed.   

     4.Use correct terminology.

     3.4.2 Skills in statement

     1. Statement should be concise, easy to understand.

 2. Statement should be specific, vivid, so that make the other side to concentrate on and be absorbed in to listen .

 3. Statements should prioritize, and the level should be clear.

 4. Statements shall be based on objective reality, so that make the other side believe and trust ours.

 5. Statements must be accurate to avoid vague and inconsistent.

 6. When the error is found in the statement, it should be promptly corrected, to avoid causing unnecessary losses.    

 7. Repeat statement sometimes is necessary.

3.5. Observing skills

     3.5.1 The objects of observation

     1. Facial expression information (①Eyes are the windows to the soul; ②Eyebrows can reflect man’s state of mind.)

     2. Upper limb movements (①Hand can judge the psychological activities ②Arm can summit signal transmission)

     3. Lower limbs action language (①Legs express the unconscious motion; ②Feet reflect the inner feelings)

     3.5.2 Case study four:

3.6 Bargaining skills

     3.6.1 The basic five guidelines for argumentation

     1. Make your viewpoint clear and cite convincing facts

     2. Think agilely(灵活；头脑敏捷)and organize your thoughts logically.

     3. Focus on the key principles and disregard the trivial. Measure your words with accuracy and caution and leave out insulting remarks.

     4. Make a combined use of hard and soft tactics and forgive your counterpart’s mistakes.

     3.6.2 Techniques for argumentation

     1.投石问路 Throw a stone to clear the road

     2.抛砖引玉 Throw away a brick in order to get a gem

     3.斤斤计较   Square accounts in every detail

     4.步步为营  Advance gradually and entrench oneself at every step

     3.6.3. Taboos

3.7 Persuading skills in international business negotiations

     3.7.1 The methods of persuading

     1. Socrates' method

     2. Method of competitors to participate in

     3. Division method

     3.7.2 Persuading skills

     1. Make concessions in order to gain advantages

     2. Impress others with sincerity

     3. Follow the steps from the shallower to the deeper, from easy to difficult.