How to ask questions in negotiation? There are two main types of questions. First, “closed-ended and restrictive”, some of people make the wrong questions to ask their counterpart when they are in negotiation. For example, you have a conversation with your counterpart, and then you ask are you thirsty? I am sure the answer either yes or no. The mean is your conversation will be end, and the result is that you don’t have any opportunities to probe the counterpart’s bottom line, interest, concern, needs, and fear. Even I know this principle, but nervures and less experience make me totally forget. Next time, I’m certainly not to say: Do you feel cold during these days? I will say: How did you accomplish that task? Second, “open-ended and expansive”, in this type of question, you could extend your conversation with your counterpart. Perhaps we may get more information from the conversation about their interest, concern, fear, and needs. Then we have more chance to reach our aim, and make both having a win- win-ending. During the negotiation practice, I didn’t use this type of question well, and it restricted our conversation, of course, it was impossible to probe what are the counterpart’s eight ninth, they are so-called “Iceberg theory for negotiation”. There are some good examples of open questions. For instance, how did you accomplish that task? Or what is your assessment of the situation? With practice, I believe I can improve my skill about asking questions and gaining increasingly valuable information.
2. Yes, asking right form of question is very important in negotiations. However, it takes practices to acquire this skill. There's saying in Chinese -- 扣之以小則小鳴，扣之以大則大鳴, which tells us to unearth their real needs, interests, concerns or even fears requires good questioning. Only through the above probing can you achieve a win-win ending in your negotiations.
3. Please refer to the below sentences:
"Some people ask wrong questions of their counterpart when negotiating.
"For example, when you have a conversation with your counterpart, you ask," are you thirsty? "I am sure the answer will be either yes or no."
"It may leads to an end of your conversation, and you won't be able to get the information you want."
"I believe I can improve my skill about asking questions and (I can) hence gain more valuable information for the negotiations."
Good day, after one semester of study, I have got lots of harvest would like to share with you. Before this class I only know the negotiation skills is to win the deal, while the step is a win-win end. But otherwise I didn’t know there is the need to prepare homework, and easily to commit a lot of errors. After these days training, I know the negotiation is not only communication skills, but also the art of language. For example, talking about how to let everyone in a relaxed state of negotiations, or when faced with an impasse which can correspond to the way.
After two practices, I found that there are a lot of details in negotiations need to be pay attentions, including their preparation, assume that the other issues rose by our side, and raised each other's bottom line. In the last practice we have learned how to hand shake under- table, because everything is negotiable. We have to learn not only prepare well to learn in advance of the meeting of emotional management but also control of the process is a very good experience. The new year is coming, but this class left a deep impression to me, I will encourage my classmate to take the door to learn skills, as long as we study hard, teachers will be encouraged to stand in the position of the rather than focus on the examination.
I believe teacher will agree the test cannot measure a student's motives, so you will give us some special favor
The weather is cold, I hope teacher can take care of yourself. You will be success on your New Year resolutions.
NE3A 顏瀅珊 Queena 2097100052 Dear teacher, Happy new year！How to negotiation? First, I should prepare a good opener. Warmth，Linkage and Alignment. For example, it looks like rain, do you have bring umbrella. I have prepare two umbrellas, one is for you. Furthermore, outside have a little cold, so I have prepare a cup of coffee for you. I still remember you like drink black coffee. By the way, I have two vocal recital tickets. I want to invite you this Sunday. 江蕙is a famous singer. She is your favorite singer so do I. When we negotiation should avoid stop conversation and too tough. How to keep conversation? I think keep an amicable attitude is important. I should smile sweetly at every time. Don’t fear，nervous，persist in own opinion. We should change own propose in good time. For example，I want to negotiate with my boss for a pay raise. If I want pay raise 6,000 NT dollars monthly, but my boss tell me. He can’t give me pay raise 6,000 NT dollars monthly, but he can increase some fringe benefits for me. Like, oil ticket 2,000 monthly and free lunch 50 dollar a day. I think I can accept this terms, and I will not persist pay raise 6,000 NT dollars monthly. I should prepare my last resort before negotiation, For example, if the negotiations fail, I will quit this job to find other new jobs. After practice fame, we have to learn how to break the ice. We don’t need to focus on one point, sometimes we have to change own position and reply immediately. If we too insist on our propose, then negotiation will fail. Every topical subject even can talk, we just need to found every subject to talk and hold good timely. Before this class, i don't know how to negotiation with anyone. Every time, i don't prepare a good opener.First, i always tell the person my propose immediate and focus on one point. It is easy fail, but now i know i should spend more and more time to talk not just one ask the person to promise me what i want.
1. I have got lots of harvest and would like to share with you.
2. Besides, I didn’t know there was a need to prepare homework, or (otherwise) it was easy for us to commit a lot of errors.
3. or when faced with an impasse in which way we should respond to it.
4. a lot of details in negotiations which need our attentions, such as preparing the issues (variables) that could be raised by the other side, and anticipate the bottom lines for both sides.
5. I believe you must agree test cannot necessarily measure a student's achievement on the course, so you would use something special and appropriate to verify our performance and achievement with this course.
6. YOUR LETTER ABOVE HAD BETTER BE WRITTEN IN GREEK STYLE,WHICH IS MORE PERSUASIVE.
SECTION 1: OPENING
SECTION 2: RELEVANT EVIDENCE OR STORY
SECTION 3: YOUR ARGUMENT (PROPOSAL OF FINAL EXAM)
SECTION 4: REFUTATION (THE POSSIBLE OBJECTION I MAY HAVE)
SECTION 5: CONCLUSION (WHAT I SHOULD DO NEXT OR YOUR EMOTIONAL APPEALING.)
1. It is a good report which demonstrates that you do have learned many things from this course, such as "good opener," "avoid cutting into the chase too soon" etc. However, I still have to make the following comments for your reference:
1. A good opener is meant to build a warm atmosphere and linkage between you and him or her. You should keep this purpose in mind when doing your opening.
2. After opener, your conversation should go to "power demonstration" and "exploration through asking questions." It is meant to understand the other party's real needs, interests, concerns or even fears in order to ensure your coming proposal is on the correct course.
3. After exploration stage, you can pick a right moment to raise your proposal, which can lead to a win-win ending.
4. After above process, you may still need to bargain with him or her. You have to prepare that in advance, particularly for those "variables" , which can help lead to a successful ending usually.
5. More than likely, you have to make concession in a strategic way using the skills I taught in class.
6. Finally, you must know how to close a negotiation in such a way that he or she will be willing to accept the results of your negotiating.
Watch your grammar and the words you use, such as:
1. How to negotiate?
2. ...it looks like raining now. Have you brought an umbrella with you.
Dear teacher, How was your New Year's vacation? My one was ok, because the final exam is coming. I have a lot to study. The weather is good today. When I look at the sky, it mades me think about the sky in California. Have you been there? I guess you have, because you studied and worked in the United State. I love America. I wish I can graduate in 2 years and safe money to go there again. But when I know I have to do the exam of this class for final, and know that I have to write more than 500 words. I was really sad. It's really hard for me. I am afraid that I can't make it. It seems like my dream is become farther. Can I still go to America after 2 years? Do I need to ride my scooter form Ping Tung to WenZao again because I didn't pass the negotiation class?
I know you are a kind teacher, and you said" Everything is negotiable." So here I am. I need to talk to you about the final exam. I still remember you said our final will be like the letter in Greek style you show us. and in the letter you said 300 words. 300 words gives the pressure for us is lighter than 500 words. And it is easier for you to grade it. I think this is the best way for you and students. and this will be more like you said the "win win ending". You are a honorable teaher. I believe you will give us the best conclusion. Thank you very much, my dear teacher.
NE3A Dana 劉庭吟 2097100023 The Form of Final Exam ( In Greek Style) Are you awaiting? The winter vacation is coming! But before the vacation, we still have to get over the final exam. Fortunately, teachers in Wenzao are very sympathetic to students. They will be worried about that if their grade is passed or not. Some of them will change the way of test, and others will try to make the exam easier. I am deeply appreciative of their kindly. And by the form of final exam has changed, not only teachers but also students can have a happy vacation. Every Chinese New Year my family always plans to travel by cars. We already visit a lot of places. From the north of Taiwan, FuGueiJiao(富貴角), to the south, Eluanbi Lighthouse(鵝鑾鼻燈塔). We are very enjoy the time we pass together. Each travel has a special memory. Once we went to a mountain, on the road there were two foreigners. They stuck out a thumb, and then we invited them to get in car. I was young and my English was poor, so we communicated by body language. It was really so interesting! It will be great if the form of final is by paper instead of exam. Because in paper, we can have more time to research information on the internet, to collect all the dates we need. We will learn more things by the action. Beside of it, teachers don’t need to think of the examination questions. Teachers also can understand if their students learned or not. Basically, of course we know that the duty of student is study, and the exam is a quick way of examination. On the other hand, the paper also is a kind of examination. No matter the paper is individual or in groups, students can learn from it, too. I am deeply appreciate of your concern for the form of final exam. Hopefully we have a happy winter vacation.
10 則留言:
NE3A
2097100048
羅碧裕Anny
Reflections
How to ask questions in negotiation? There are two main types of questions. First, “closed-ended and restrictive”, some of people make the wrong questions to ask their counterpart when they are in negotiation. For example, you have a conversation with your counterpart, and then you ask are you thirsty? I am sure the answer either yes or no. The mean is your conversation will be end, and the result is that you don’t have any opportunities to probe the counterpart’s bottom line, interest, concern, needs, and fear. Even I know this principle, but nervures and less experience make me totally forget. Next time, I’m certainly not to say: Do you feel cold during these days? I will say: How did you accomplish that task? Second, “open-ended and expansive”, in this type of question, you could extend your conversation with your counterpart. Perhaps we may get more information from the conversation about their interest, concern, fear, and needs. Then we have more chance to reach our aim, and make both having a win- win-ending. During the negotiation practice, I didn’t use this type of question well, and it restricted our conversation, of course, it was impossible to probe what are the counterpart’s eight ninth, they are so-called “Iceberg theory for negotiation”. There are some good examples of open questions. For instance, how did you accomplish that task? Or what is your assessment of the situation? With practice, I believe I can improve my skill about asking questions and gaining increasingly valuable information.
To Anny,
1. Not bad. I give you 78 points for this effort.
2. Yes, asking right form of question is very important in negotiations. However, it takes practices to acquire this skill. There's saying in Chinese -- 扣之以小則小鳴，扣之以大則大鳴, which tells us to unearth their real needs, interests, concerns or even fears requires good questioning. Only through the above probing can you achieve a win-win ending in your negotiations.
3. Please refer to the below sentences:
"Some people ask wrong questions of their counterpart when negotiating.
"For example, when you have a conversation with your counterpart, you ask," are you thirsty? "I am sure the answer will be either yes or no."
"It may leads to an end of your conversation, and you won't be able to get the information you want."
"I believe I can improve my skill about asking questions and (I can) hence gain more valuable information for the negotiations."
Dear Teacher,
Good day, after one semester of study, I have got lots of harvest would like to share with you. Before this class I only know the negotiation skills is to win the deal, while the step is a win-win end. But otherwise I didn’t know there is the need to prepare homework, and easily to commit a lot of errors. After these days training, I know the negotiation is not only communication skills, but also the art of language. For example, talking about how to let everyone in a relaxed state of negotiations, or when faced with an impasse which can correspond to the way.
After two practices, I found that there are a lot of details in negotiations need to be pay attentions, including their preparation, assume that the other issues rose by our side, and raised each other's bottom line. In the last practice we have learned how to hand shake under- table, because everything is negotiable. We have to learn not only prepare well to learn in advance of the meeting of emotional management but also control of the process is a very good experience. The new year is coming, but this class left a deep impression to me, I will encourage my classmate to take the door to learn skills, as long as we study hard, teachers will be encouraged to stand in the position of the rather than focus on the examination.
I believe teacher will agree the test cannot measure a student's motives, so you will give us some special favor
The weather is cold, I hope teacher can take care of yourself. You will be success on your New Year resolutions.
Best regards,
Your student
Chung-Hsien, Chang
NE3A
顏瀅珊 Queena
2097100052
Dear teacher,
Happy new year！How to negotiation? First, I should prepare a good opener. Warmth，Linkage and Alignment. For example, it looks like rain, do you have bring umbrella. I have prepare two umbrellas, one is for you. Furthermore, outside have a little cold, so I have prepare a cup of coffee for you. I still remember you like drink black coffee. By the way, I have two vocal recital tickets. I want to invite you this Sunday. 江蕙is a famous singer. She is your favorite singer so do I. When we negotiation should avoid stop conversation and too tough.
How to keep conversation? I think keep an amicable attitude is important. I should smile sweetly at every time. Don’t fear，nervous，persist in own opinion. We should change own propose in good time. For example，I want to negotiate with my boss for a pay raise. If I want pay raise 6,000 NT dollars monthly, but my boss tell me. He can’t give me pay raise 6,000 NT dollars monthly, but he can increase some fringe benefits for me. Like, oil ticket 2,000 monthly and free lunch 50 dollar a day. I think I can accept this terms, and I will not persist pay raise 6,000 NT dollars monthly. I should prepare my last resort before negotiation, For example, if the negotiations fail, I will quit this job to find other new jobs.
After practice fame, we have to learn how to break the ice. We don’t need to focus on one point, sometimes we have to change own position and reply immediately. If we too insist on our propose, then negotiation will fail. Every topical subject even can talk, we just need to found every subject to talk and hold good timely.
Before this class, i don't know how to negotiation with anyone. Every time, i don't prepare a good opener.First, i always tell the person my propose immediate and focus on one point. It is easy fail, but now i know i should spend more and more time to talk not just one ask the person to promise me what i want.
To Eric,
PLEASE REFER TO THE FOLLOWING SENTENCES:
1. I have got lots of harvest and would like to share with you.
2. Besides, I didn’t know there was a need to prepare homework, or (otherwise) it was easy for us to commit a lot of errors.
3. or when faced with an impasse in which way we should respond to it.
4. a lot of details in negotiations which need our attentions, such as preparing the issues (variables) that could be raised by the other side, and anticipate the bottom lines for both sides.
5. I believe you must agree test cannot necessarily measure a student's achievement on the course, so you would use something special and appropriate to verify our performance and achievement with this course.
6. YOUR LETTER ABOVE HAD BETTER BE WRITTEN IN GREEK STYLE,WHICH IS MORE PERSUASIVE.
SECTION 1: OPENING
SECTION 2: RELEVANT EVIDENCE OR STORY
SECTION 3: YOUR ARGUMENT (PROPOSAL OF FINAL EXAM)
SECTION 4: REFUTATION (THE POSSIBLE OBJECTION I MAY HAVE)
SECTION 5: CONCLUSION (WHAT I SHOULD DO NEXT OR YOUR EMOTIONAL APPEALING.)
7. 60
To Queena,
1. It is a good report which demonstrates that you do have learned many things from this course, such as "good opener," "avoid cutting into the chase too soon" etc. However, I still have to make the following comments for your reference:
1. A good opener is meant to build a warm atmosphere and linkage between you and him or her. You should keep this purpose in mind when doing your opening.
2. After opener, your conversation should go to "power demonstration" and "exploration through asking questions." It is meant to understand the other party's real needs, interests, concerns or even fears in order to ensure your coming proposal is on the correct course.
3. After exploration stage, you can pick a right moment to raise your proposal, which can lead to a win-win ending.
4. After above process, you may still need to bargain with him or her. You have to prepare that in advance, particularly for those "variables" , which can help lead to a successful ending usually.
5. More than likely, you have to make concession in a strategic way using the skills I taught in class.
6. Finally, you must know how to close a negotiation in such a way that he or she will be willing to accept the results of your negotiating.
Watch your grammar and the words you use, such as:
1. How to negotiate?
2. ...it looks like raining now. Have you brought an umbrella with you.
I give you 70 points.
NE3A
2097100032
陳薇瑛Stacy
Dear teacher,
How was your New Year's vacation?
My one was ok, because the final exam is coming. I have a lot to study.
The weather is good today. When I look at the sky, it mades me think about the sky in California. Have you been there? I guess you have, because you studied and worked in the United State. I love America. I wish I can graduate in 2 years and safe money to go there again. But when I know I have to do the exam of this class for final, and know that I have to write more than 500 words. I was really sad. It's really hard for me. I am afraid that I can't make it. It seems like my dream is become farther. Can I still go to America after 2 years? Do I need to ride my scooter form Ping Tung to WenZao again because I didn't pass the negotiation class?
I know you are a kind teacher, and you said" Everything is negotiable."
So here I am. I need to talk to you about the final exam.
I still remember you said our final will be like the letter in Greek style you show us. and in the letter you said 300 words.
300 words gives the pressure for us is lighter than 500 words. And it is easier for you to grade it.
I think this is the best way for you and students. and this will be more like you said the "win win ending".
You are a honorable teaher. I believe you will give us the best conclusion.
Thank you very much, my dear teacher.
your student
Stacy
NE3A Queena
我這一篇是寫final
那你有給我分數了..
那我還要考期末嗎
NE3A Dana 劉庭吟
2097100023
The Form of Final Exam ( In Greek Style)
Are you awaiting? The winter vacation is coming! But before the vacation, we still have to get over the final exam. Fortunately, teachers in Wenzao are very sympathetic to students. They will be worried about that if their grade is passed or not. Some of them will change the way of test, and others will try to make the exam easier. I am deeply appreciative of their kindly. And by the form of final exam has changed, not only teachers but also students can have a happy vacation.
Every Chinese New Year my family always plans to travel by cars. We already visit a lot of places. From the north of Taiwan, FuGueiJiao(富貴角), to the south, Eluanbi Lighthouse(鵝鑾鼻燈塔). We are very enjoy the time we pass together. Each travel has a special memory. Once we went to a mountain, on the road there were two foreigners. They stuck out a thumb, and then we invited them to get in car. I was young and my English was poor, so we communicated by body language. It was really so interesting!
It will be great if the form of final is by paper instead of exam. Because in paper, we can have more time to research information on the internet, to collect all the dates we need. We will learn more things by the action. Beside of it, teachers don’t need to think of the examination questions. Teachers also can understand if their students learned or not.
Basically, of course we know that the duty of student is study, and the exam is a quick way of examination. On the other hand, the paper also is a kind of examination. No matter the paper is individual or in groups, students can learn from it, too.
I am deeply appreciate of your concern for the form of final exam. Hopefully we have a happy winter vacation.
張貼留言