The language of a negotiation is a complicated smorgasbord of sounds, words and non-verbal signatures. language, the proper use of it, is more than words or sounds in a negotiation. it is the meaning behind them that reveals the real meaning of the speaker. a lion or gorilla voice their intent to wreak havoc to make their prey cower or run. they know it is easier to bring down a large prey who has turned his back in fear. were the elephant not to turn away, he would be a good contender and likely the lion would walk away rather than chance being crushed under the elephant’s hoove.
when you are negotiating, having almost any conversation with anyone else, it is not your words that are being listened to as much as how you are phrasing them and the intonation of your delivery. and we, as adept social animals, often hide our true meaning with oblique comments and inflections so as not to expose ourselves unnecessarily.
the equation is simple: language + delivery = intent x obfuscation.
delivery of an low-ball offer or seemingly unreasonable proposal along with a humorous inflection can be shrugged off as a joke if it is received and rejected out of hand. on the other hand, if it is not rejected but countered then you have a meaningful bid-ask situation and stand the chance of securing an agreement on attractive terms. the use of diametrically opposed inflection to provide cover when the message is substantially different then the other person expects is a calculated negotiating tactic. and it works!
as the recipient of such an offer understand the intent. the person using humor as a delivery tactic is likely fishing to see how you will react. by listening to the meaning behind the words, you will be better able to respond strategically rather than emotionally. if the offer is ridiculously low, you can choose to walk away or respond. if you are serious about making a deal, an effective response would be to calmly inform the other party of the value of the commodity, the basis for that valuation and ask them to reconsider their offer and do better. what you have done is delivered the message that you are informed; that you know the value of the commodity; that you are not desperate; and, that you are serious about reaching an agreement; if they are.
recently when negotiating for a property in beverly hills, the other person threw out some obscenely high comparables. the numbers were astronomical. he did not say that he expected us to pay that amount. he did say that is what “others” were getting. my response was a civil recap of actual comps for like property and the flaws his site had as compared to them. much later, after he had done his research (validating the information i had provided him), we were able to reach an accord. had i simply reacted to his initial overture assuming he was serious, we would likely have parted company on the spot.
learn to listen and observe and then, most important, think about the information you have just gathered before reacting.
最新Negotiation:
职场英语:End of Negotiations
职场英语:3 Tips for Better Negotiation
职场英语:negotiation skills(谈判技巧)
职场英语:Language of a Negotiation
进修社
人气:8.83K
相关文章:
- 职场英语:Collaborative Principled Negotiation
- 职场英语:Chinese FTA Negotiation
- 职场英语:negotiation例句
- 职场英语:Approaches to negotiation
- Language of a Negotiation
- Socializing is Part of a Negotiation
- the important of a second language
- 职场英语:Salary Negotiation Tips
- 职场英语:how to prepare a business negotiation
- 职场英语:Salary Negotiation
热门文章
- 1职场英语:Collaborative Principled Negotiation(2)
- 2Principle of Trust in Negotiation
- 3Secrets of successful business negotiation
- 4职场英语:Collaborative Principled Negotiation(3)
- 5《Learning a foreign language Reading》高三英语说课稿
- 6职场英语:Improving Your Negotiation Skills
- 7职场英语:End of Negotiations
- 8Application of collaborative principled negotiation
- 9职场英语:Skills in Business Negotiation
- 10Sources of Power in Negotiation
今日热门
- 1After A Pirate Negotiation, A Personal Connection
- 2职场英语:Different Types of Interviews
- 3The Use of Body Language in Middle Schools
- 4职场英语:3 Tips for Better Negotiation
- 5职场英语:Welcome to The Negotiation Institute
- 6英语演讲稿:a real story of mine
- 7职场英语:POWERFUL NEGOTIATION FOR SUCCESSFUL BUYING
- 8A letter of thanks
- 9Brainstorming as Part of the Negotiation
- 10A Man of Actions
- 11英语演讲稿3分钟 The warmth of a cup of milk
- 12Piracy is a Negotiation, not a Fight
- 13A list of complaints
- 14What Is a Negotiation Game?
- 15职场英语:negotiation skills(谈判技巧)
周排行榜
- 1Preparing for a successful negotiation
- 2职场英语:Evaluating a Job Offer
- 3Brainstorming as Part of the Negotiation Process
- 4A short history of medicine
- 5Writing a Letter of Recommendation
- 6Example of a Job Resume
- 7职场英语:School of law graduates cover letter
- 8Overview of collaborative principled negotiation范文
- 9英语短语a pair of后可接的名词
- 10职场英语:Operations manager of English cover letter
- 11双语职场:Salary Negotiation
- 12职场英语:Take Care of the Interviewers!
- 13职场英语:What is a Salary?
- 14Chinese as a foreign language teacher cover letter
- 15The Name of a Poet