- •Preface
- •Contents
- •Abbreviations
- •List of Figures
- •1.1 Introductory Remarks
- •1.2 Instructions for the Use and Structure of the Book
- •1.2.2 Possible Ways to Approach This Book
- •2.2 The Start of Negotiations
- •2.3 The Core Phase of the Negotiations
- •2.4 The Agreement
- •2.5 The Implementation of the Agreement
- •2.6 The Ex-Post-Phase
- •4.1 How Germans Negotiate
- •4.1.1 Preliminary Notes
- •4.1.2 Negotiation Training
- •4.1.3 Mentalities
- •4.1.4 Orientation on Legal Rules: Safe Harbour Principle
- •4.1.5 Basic Characteristics and Approaches
- •4.1.6 Negotiation Preparation
- •4.1.7 Mock Negotiations
- •4.1.9 Small Talk
- •4.2 How Chinese Negotiate
- •4.2.1 Preliminary Notes
- •4.2.2 Negotiation Training
- •4.2.3 Mentality
- •4.2.4 Orientation Towards Legal Requirements
- •4.2.5 Trust Building and Contract Negotiations
- •4.2.6 Basic Characteristics and Approaches
- •4.2.7 Negotiation Preparation
- •4.2.9 Acquaintance Phase/Small Talk
- •4.2.10 Tactics in Contract Negotiations
- •4.3 How US-Americans Negotiate
- •4.3.1 Preliminary Note
- •4.3.2 Negotiation Training
- •4.3.3 Mentalities
- •4.3.4 Orientation Towards Legal Requirements
- •4.3.5 Basic Characteristics and Approaches
- •4.3.6 Negotiation Preparation
- •4.3.8 Small Talk
- •Topic Lists
- •Auxiliary Means
- •Actual Auxiliary Means
- •Legal Means
- •Behavioural Economics and Psychological Effects
- •Effects
- •Tactics, Techniques and Their Underlying Effects
- •Communication Techniques
- •Answering Techniques
- •Argumentation Techniques
- •Further Communication Techniques
- •Listening
- •Questioning Techniques
- •Competitive Negotiating
- •Deceptions
- •Cooperative Negotiating
- •Cooperative Negotiating
- •Mutual Trust
- •Economic Concepts and Terms
- •Emotions
- •Gaining Information
- •Improving Negotiation Skills
- •Negotiation Types
- •Negotiators (People/Parties)
- •Qualities
- •Role
- •Negotiation Strategies
- •Time
- •Bibliography
- •Further Literary Resources
- •Online Sources
- •Index
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Topic Lists |
Communication Techniques
As negotiating means communicating, this book describes various communication techniques. The following topic lists include all relevant terms in this field:
Answering Techniques
The following is a compilation of key terms in reference to answering techniques (but not to argumentation techniques)
•\ But-yes answer
•\ Considered response •\ Not happy
•\ Silence
•\ Yes, but-answer
Argumentation Techniques
In negotiations, argumentation techniques are used to convince the negotiating partner of the own point of view. Both rational as well as irrational techniques are used in negotiations. In a broader sense these techniques include:
•\ Better offer
•\ Burden of justification •\ Change the standards •\ Conclusion by analogy •\ Exception argument
•\ Fewer, convincing arguments •\ Floodgate argument
•\ FOG
•\ Ostensible connexity •\ Pareto optimum
•\ Precedent
•\ Presenting a false legal opinion •\ TINA
Further Communication Techniques
Besides question (see under list question techniques), answer (see under answering techniques), and argumentation techniques (see under argumentation techniques), and terms related to listening (see under listening), there are further aspects linked
Topic Lists |
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to communication in negotiations. In particular, these aspects include points from the field of nonverbal communication. The corresponding techniques can be listed as followed:
•\ 7-38-55-rule •\ Body language •\ Chit-chat
•\ DAD approach •\ E-mail
•\ Empathy
•\ Hide your glee
•\ Impression (first and last) •\ Misunderstandings
•\ Negotiation pause
•\ Refusal to communicate •\ Sharing information
•\ Signalling •\ Wince
Listening
Listening is crucial for obtaining information. Furthermore, listening is essential for building a good relationship with the negotiating partner, since attentive listening also signals interest and respect.
•\ 70-30-rule
•\ Active listening
Questioning Techniques
•\ A-not-A question •\ Closed questions •\ Columbo
•\ Open questions •\ Premise questions •\ Questions
•\ What-if question •\ Yes/No questions