n.05_September_October.2009.Englisch._

SURVIVAlGUlDEBUSINESSSKlllS•

NEGOTIATING AND EMOTIONS

Cutthispageoutanduseit to prepareforyournextnegotiation

Thissectionprovidessomesuggestionsfor~thatyoucanusetomanageemotionsinyournegotiatjons.

Remember,however,touseonlythelanguagethatyoufeetcomfortabJewithineachspecificsituation.For

morevocabularyaboutnegativeemotions,seeBusinessSpotlight412009,page48. i !J"!i

1.CommunicatethatJOuvalueothors

a)Showthatyouarelistening

• Irealize1Irecognizethat...


• II soundslike...


• 00 youmeanthat...?

b)Givepositivefeedback

• Thanksfor...


• I'rnverygratetuJforallyourhardwork.


• Iapprecjatewhatyou'vedone...

c)Acknowledgeothers'centrjbutions

• You'vedonea greatjobsotarwith


• Yourwork 00 theprojecthasbeeooutstanding.


• Tllalwasanexcellentpresentation.

2.Communicateasense 01 tOletherness

a)Trytodiscoverpossible1.in.!§

• So,have10uever...?


• Howdo10usee?


• Doyounormally?

b)Showyeuragreementwithethers'concerns

• Iagreewithyouabout...


• Vou'rerightthat


• Absolutely!

clEmphasizecemmongoalsandinterests

• Ithinkwebothneedto...


• Themain~farusbothis...


• Wesharea commoninteresthere.

Otherrelevantarticles

3.CommunlcateJourrespeetlorthoother

person'sindependence

a).c.IMitiyourownrole

• WhalI'mtryingtodois..


• Myrolehereis simplyto...


• I'mnothereto...

b)Stateexplicitlyyourrespectfortheotherperson'sin-

dependence

.1agreethatrt's10urresponsibility to.

• 1don'twanttodayourjobinanyway.


• You'reresponsiblelor...

c)Askforideas

• So,whatdayouthink?


• What'syouropinian?


• Howdayouseeit?

4.CommunicateJourrospectlorpoople

a)Expressyeurawarenessofethers'expertise

• rthinkyou'retheexperton...


• Asyouknowmostabout...


• Peterteilsmethatyouunderstandtheiocalmarkets

b)Stateyourtrustinothers'abilities

• Ithinkwecantrustyourexperience...


• I'm~togowithyouon...


• Ithinkyouarebestplacedtoadviseon...

clOiscussothers'views

• I'msure10Uknowthisbetter...


• Whydayousay...?


• Soyourexperienceis thaI...

ThefollewingarticlesbyBobDignenhaveappeared

inBusinessSpotlightinrecentyears:

• "Thewaytowin"(Negotialionskills),6/2007.


• "Problem,whatproblem?"(Frndingsolutions),112007.


• "Makrngyourmark"(lnfluencingpeople).6/2006.

rnYoucanpractise!hIStopiconBusinessSpotrightAudio

I!ZI 00 exerCtsesonthistOPICinBusinessSpotlightplus

l"nlWalchourfreevideos,BusinesswithBob,formoretips

onhol\' 10 improveyourcommunicalionski!lsatwork:

http://www.business-spotlight.delvideoslbob(seenextpage)

5/2009

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