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Published 9th Feb 2009 Posted by admin |
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How to improve the communication language in the negotiations.
By Dr. Piotr Jednaszewski Even the best negotiators prepared in terms of products and the company assumes in all pre-evaluated and aspects of further international talks may fail sort of understanding with the other party. So here is my definition of understanding based on research, discussions and negotiations with people from over 40 countries worldwide. Understanding is based on the ability to follow and remember the logic in individual and organized heard pattern of symbols, words and phrases in other words everything that is expected to be conveyed by the speaker. Shortly speaking comprehension relies on the ability to link the information received, of course, without prejudice and personal bias. Contrary to the understanding or misunderstanding does not come with the absence or ineffectiveness of such capacity, regardless of the source. Considering that the source can come from such factors as the analysis and interpretation false, personal or underestimation of the information presented, much less trivial factors such as lack of understanding of vocabulary, phrases or expressions or cultural aspects are deeply engraved in different sociocultural societies around the world. There are few aspects to be aware of when preparing for any kind of negotiations: - Linguistics - Psychological - Social - Culture - Historical Considering that I decided to submit this article LANGUAGES aspect that comes with negotiating individual `s language skills and the ability to use it. Therefore, it happens that people from English speaking countries is not at the bottom and top level can do better than the negotiators have language skills or native speakers. Why? The answer is: simplicity. The most simple and transparent that our language is the best opportunity to be well understood. How often it happens that during the conversation and listen to someone that you’re not really sure what it says, yet the understanding of words and phrases. Senior managers who attend my lectures and workshops on negotiation are surprised that difficult issues can be presented and discussed in a simple and accessible. Therefore, it is the art of communication: simplicity. Example: Three multiplied by four equals twelve. Simplified: Three times four is twelve. Presentation Level: If you have three times four, then has twelve. In the third sentence we have achieved not only simplicity, but personification. The listener becomes part of those involved and the communication process. The same strategy is to convince foreign shareholders to changes in the organization of the company or decommissioning contract with another party. Thus, instead of saying: Company pyramid maintained by our board of directors in the last 10 years is not only inefficient, but the costs they produce, while the matrix structure would be an alternative. It sounds better to say: In the process of improving efficiency. This is our organization and this is the structure matrix. Please look at the benefits. Which do you think is better? Here we have both simplicity and PERSONIFICATION SIMPLICITY AND QUESTIONS Simplicity and personification are good tools to show and convince the desired approach. However, people prefer to listen when being actively involved passive observers. The same refers to the process of negotiation. The other party must have: a clear vision of our goals and be an active part of the negotiation process. This way we can constantly monitor and check how it feels and looks the other party and have a clear idea of intent and agreement on issues at the negotiating table. Then I found that the process through simplified example: Example The shipping and insurance carried by hand to approve the package to your company policy and give 3% discount on orders over 7000 USD per month. SIMPLICITY You pay for shipping and shipping insurance. We will approve the package to have your company logo and colors of products. They also give 3% of insurance so that if more than 7000USD per month Good, but too long and another part is not involved in the communication. The other part of being involved in a constant process of communication can only be achieved through the questions put in the time and place of negotiations. |
