Negotiations are complex because one
is dealing with both facts and people. It is clear that negotiators must above
all have a good understanding of the subject. They must also be aware of the
gen- eral policy of the company or institution in relation to the issues and
they must be familiar with the organisational structure and the decision-making
process. However, awareness of these facts may not necessarily
suffice to reach a successful outcome. Personal, human factors must be taken
into account. The approach and strategy adopted in negotiat- ing are influenced
by attitude as well as by a cool, clear logical analysis of the facts and one's
interests. The personal needs of the actors in negotiating must therefore be
considered. These can include a need for friendship, goodwill, credibility,
recognition of status and authority, a desire to be appreciated by one's own
side and to be promoted and, finally, an occasional need to get home reasonably
early on a Friday evening. It is a well-known fact that meetings scheduled on a
Friday evening are shorter than those held at other times.-timing can pressure
people into reaching a decision and personal factors can become part of the
bargaining process. Researchers who have studied the
negotiating process recom- mend separating the people from the problem. An
analysis o| negotiating language shows that, for example, indirect and
impersonal forms are used. This necessity to be hard on the facts and soft on
the people can result in the sometimes complex, almost ritualistic, style of
negotiating language. Language varies according to the
negotiating style. In negotiat- ing you can use either a co-operative style or a
competitive one. In the co-operative style the basic principle is that both
parties can gain something from the negotiation without harming the interests of
the other. Or in other words that both parties will benefit more in the long run
in friendship and co-operation even if they make some concessions. This type of
negotiation is likely to take place in-house between colleagues and departments,
or between companies when there is a longstanding relationship and common goals
are being pursued. Unfortunately co-operative style
negotiations without a trace of competition are rare. In most negotiating
situations there is some- thing to be gained or lost. There can be a danger in
adopting a co- operative mode, as unscrupulous people maytake advantage of co-
operative people. The opposite mode to co-operative negotiating
is competitive negotiating. Negotiators see each other as opponents. Knowledge
of the other party's needs is used to develop strategies to exploit weaknesses
rather than to seek a solution satisfactory to both sides. This type of
negotiating may be appropriate in the case of one-off contracts where the aim is
to get the best result possible without considering future relationships or the
risk of a breakdow~ in negotiations. Needless to say, the language in this type
of discussion may become hostile and threatening even if it remains
formal. In reality most negotiations are a complex blend of
co-operative and competitive mode. Negotiating successfully implies dealing
appropriately with the four main components of any negotiation: facts, people,
competition, co-operation. Skilled negotiators are sensitive to
the linguistic signals, as well as the non-verbal ones of facial expressions,
gesture and behav- iour, which show the type of negotiating mode they are
in. Language reflects tactics and therefore a study of the
language used in negotiating brings a greater awareness of the negotiatinc
process.
问答题
Good negotiators must know their ______ well and they must know their company's ______ But they must also consider ______ factors because they are dealing with ______
【正确答案】facts/subject policy personal people
【答案解析】
问答题
Negotiations are affected by the participant's ______ , as well as logic.
【正确答案】attitude
【答案解析】
问答题
Research has shown that it can help to separate the ______ from the ______This can be done by using special negotiating ______
【正确答案】people problem language
【答案解析】
问答题
In a ______ style of negotiation, the participants try not to harm each other's ______ In order to maintain a good long-term ______ they both make ______
问答题
In a ______ style of negotiation the parties are ______ This style may be suitable for a ______ contract. The language here can become ______ and ______
【正确答案】competitive opponents one- off hostile threatening
【答案解析】
问答题
Most negotiations are a ______ of the two styles. A good negotiator must be aware of the ______ and ______ signals which show the style being used.
【正确答案】blend/mixture linguistic/verbal non-verbal
【答案解析】
问答题
The four main factors involved in a negotiation are ______ , ______, ______ and ______