Marketing logic of negotiation and communication

    Chapter negotiations as early as in the 1930 of the 20th century, China's Yang Bingqian speech scholars pointed out that in discussing the relationship between speech and logic: "thinking is the fundamental of speech, thinking and language is true and to address the elements of success. Great speaker, its reasoning will be refined, observe the will is. This training is the position of ethics is based on ethics and psychology, all the basic science of speech science. "Speeches and negotiations are the same, the ethics here that is logic. Logic, the study of mode of thinking and laws is necessary for the correct thought. Negotiations to persuade each other, in the arrangement of the material and the use of language, it must comply with the General rules of logical thinking, must pay attention to logic and art.
   , the role of logic in the negotiations
    1, is the link structure of the negotiations, negotiations in the course of ideological identity, without contradictions, clarity, argumentation, and ensuring the safety of negotiations, will not easily give each other a chance.
    2, it is speculated, each tool in the negotiations. All negotiations but has two purposes, one is the clear benefits and requirements, this is well known; the second is the real needs of each other, this is hidden. Negotiating the key is using logical methods of observation, investigation, reasoning and judge each other's true purpose and need, and make decisions.
    3, is the express tools discussed in the negotiations. Language involving words, words, sentences, involving concepts of logic, judgment, reasoning, language and logic are closely linked, is the table relationship to each other.
    4, is in negotiations to refute fallacies, bail out, surprise weapon.
    II, negotiating specific logical method
    method refers to specific logic to achieve a goal of negotiating, according to developments from different relationships, different aspects, different levels of negotiation tools. Main forms are combined, separated from and interact, from here, the dilemma etc.
    1, combined: logic and history, uniform
    joint refers to interconnected aspects involved in the talks, Guangzhou gift company, striving for the approval, or support in the area of the negotiating strategy.
    any negotiations are under specific historical conditions of thinking. History include: the historical development process is an objective fact itself; second, reflects the fact that the history of human understanding. Logic category refers to both historical processes in the form of profiles. History is described, vivid, concrete, can be useful. Logic is abstract and theoretical. Understanding logical historical development in line with the objective reality.
    2, from: from the abstract to the concrete
    detachment is cooperation with the original, or had tried to phase separation of cooperation policy.
    abstract awareness refers to a single, unilateral, isolated, static knowledge, specific knowledge is the understanding of both diversity and single. From the abstract to the concrete, including: the starting point, the intermediary, the end of the three links. These three aspects is the process of forming thoughts, judgments, and guiding role in the negotiations. Negotiations, the problem is the starting point; intermediary is connected to the abstract and concrete, is the link between the two. Thinking is the finish, complete the negotiation of a variety of clear understanding.
    3, are in reality on the subject:
    induction is to proceed from objective reality of things, with a large number of arguments irrefutable facts demonstrated self-view of negotiating tactics. It often use inductive reasoning to reach each other's effects. Inductive reasoning based on the scope of the investigation, are divided into two types of complete and incomplete, inductive reasoning is entirely based on each object in the object has or does not have properties, the introduction of the class has or does not have; incomplete is inferred from sections, including: simple enumeration and scientific reasoning.
   4, contact: comparison
    is in the process of negotiating, catch and talk about topics similar to the agreed issues and negotiations, and then to the core issues of policy. Need to be used to determine the similarities and differences between things.
    5, argued: the dilemma
    argued that negotiating parties are convinced that their own party at a truth on the issue at hand, while the other tried to avoid, deny the fact that taking a tough negotiating tactics. Dilemma is a tool. It is composed of two hypothetical judging and presupposes a disjunctive form of deductive reasoning. It has provided both of the true and correct. Negotiation chapter II
    language communication is the key to the successful negotiation of a medium. Guangzhou gift company, United States Hali¬∑ximeng, the management says, "successful negotiations must be excellent language expression". Language is the bridge to success, is the key to negotiating relationships, is an effective tool to express their ideas, is the implementation of the main approaches to negotiation strategies.
    based on the language of the expression language can be divided into both sound and silent. Audio language refers to the language expressed by human speech organs, general understanding of spoken language. This language was passing information through hearing, expressed attitudes. Silent language and fit language is through people's posture, gestures, eye contact and carry items and other non-voice to express language, this language is through the Visual information, expression of attitude.
    standards of language is:
    of objectivity refers to the negotiations was based on objective facts, and use appropriate language to each other to provide convincing evidence. Objectivity of substantive negotiations in good faith, is the basis for negotiating mutual trust and continue to.
   , 2 targeting
    refers to the negotiation of specific content according to the specific opponent, for the hand of different requirements.
    3, logic
    embodied in the concept of using language to clear, judged appropriate, reasoning, logical rules, irrefutable evidence and should make good use of opponents in the confusion of language logic and loopholes, refuted in a timely manner, enhanced damage. With the ability to both logic and dialectical logic, advance preparation to full.
    4, persuasion is more than the combination of the three, is a combination of sound and silent.
    of/>    5, implied the negotiations are intense marketing. A master of negotiation points out that something more intense, the more euphemistic, twists and turns of expression, in order to accomplish his goal.
    language communication in negotiations involving presentations, listening, asking questions, convince, reply to the following five aspects, the success of the five skills concerning communication.
   />    1, statement about one's own ideas or issues. Presentation technique involves three parts: into the title, description, end.
    (1) into the title trick: it should stimulate the interest of competitors so often become enthusiastic participants, easy and pleasant negotiations. Main method: touch border law detour into the title method straight to the law.
    (2) a description of skills: both sides are the sender, receiver, feedback of information, and information described to make them easier to accept, easy to understand, easy to determine and give them time to think, Digest. Main methods to induce the law; lower law people a head start Act; signal heuristics. BACK
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