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1、Chapter2ProperBehaviorsinInternationalBusinessNegotiationsChapter2ProperBehaviorsinInternationalBusinessNegotiations第二章国际商务谈判中的正确行为举止Assumptions假定Listening听Talking说Inquiring问Observing观察IntroductionThischaptertellsyouhowtobehaveproperlyduringnegotiation.Onealwaysmakesass
2、umptionsbeforenegotiationandtriestoguessothers’assumptions.Butassumptionsmaybetrueorfalse,inwhichcasetheyneedtobeverified.Inordertoverifytheassumptions,youshouldgatherenoughinformationfromothers,sothatlistening,talking,inquiring,andobservingbecomeveryimportantforasucces
3、sfulnegotiation.Thefollowingsectionsdiscusshowtobeanactivelistener,howtotalkineffectivenegotiatinglanguage,howtoaskandanswerquestions,howtofindvaluableinformationfromyouropponents’bodylanguageandhowtogetridofyourinappropriatebodylanguage.2.1Assumptions2.1.1Theconceptsof
4、assumptionsAssumptionsareavitalpartofnegotiations.Inenteringanegotiation,amanisseverelyhandicappedunlesshereviewshisownassumptions---andanticipatestheassumptionsoftheotherparty.Thenegotiatormustneverforgetthatwhathisorherassumptionsareonlyaguessoraprobability.Itisnecess
5、aryforustoreexamineoursupercargoofassumptions.Somearewrongandmustbediscarded.Othersneedtobemodified.Stillothersremainvalid.2.1.2ThetypesofhiddenassumptionsMakingthreecategoriesofhiddenassumptioncanproveusefulinnegotiation:Thefirstcategoryincludestheassumptionswemakeabou
6、ttheextensionalworld,thephysicalworldwhichexistsoutsidethemindofahumanbeing.Secondly,itincludesourintensionalworld.Forexample,theworldwhichexistswithinthemindofeachofus.Thirdly,italsoinvolvestheotherperson’sintensionalworld.Sometimeswegosofarastomakeassumptionsaboutwhat
7、apersonisgoingtosaybeforehehashadachancetosayit.Weinterrupt,presentourversionofwhatheisabouttosay,andnevergiveourselvestheopportunityofhearingwhathemighthavesaid.Thuswedepriveourselvesofvaluableinformation.2.2ListeningAsidefromaskingquestionsandmakingstatements,onemusta
8、lsorecognizetheneedsoftheopposer.Onemethodislisteningcarefullytothewordsutteredbytheopposer.Payingattentiontop
