流利说商务英语Level5-Unit1-Part5-Negotiating-Techniques

流利说商务英语Level5Unit1Part5NegotiatingTechniquesYoucanusevarioustechniquestohelpimproveyourchancesofhavingasuccessfulnegotiation.ListenactivelyListenactivelytoyourcounterparttounderstandtheirneedsandpointofview.Thisshowsthemthatyouareinterestedintheirneeds,whichhelpsbuildtrust.BuildrapportWhenpeoplehaverapport,theyunderstandeachotherandcommunicatewell.Buildingrapportincreasesthechanceofreachinganagreementduringanegotiation.Rapportcanbebuiltbylisteningactively,sharinginformationandfindingcommoninterests.Askopen-endedquestionsAskingopen-endedquestionsallowsyoutogathermoreinformationfromtheotherside.Itencouragesyourcounterpartstogivelongeranswers,whichhelpsyouunderstandtheirpositionandneeds.Peoplemaytrytocontrolthenegotiationsbyfocusingontheirinterests,butlisteninghelpsbothsidesfindcommonground.Webelievethatbuildingrapportwithourclientsisessentialtoestablishingalong-termrelationship.Askingopen-endedquestionsencouragespeopletogivelongeranswers,whichhelpsyouunderstandtheirpositionandneeds.Buildingrapportcreatesacomfortablenegotiatingenvironment.SetahighanchorSettingahighanchorpointincreasesyourchancesforagooddeal.Bysettingahighanchorpoint,yourcounterpartmaymakeconcessionsthatareclosertowhatyouwant.However,ifyouranchoristoohigh,youmaybeseenasunreasonableorunrealistic.EmphasizeurgencyCreatingasenseofurgencycanleadtoaquickagreement.Ifnegotiationsaremovingslowly,youcouldsetadeadlineorstopthetalks.Butifyoupushtooaggressively,theothersidemaybecomeuncomfortableandwalkaway.Whatisonewaytocreateurgencyduringthenegotiation?SettingadeadlineIftheanchoryousetistoohigh,yourcounterpartmaythinkyouarebeingunreasonable.Tocreateurgency,hesaidhewouldgivethemuntilFridaytoaccepthistermsorhewouldpulloutofthenegotiations.Creatingasenseofurgencycanhelpyoureachaquickagreement.