Common Nonverbal Cues ( NEGOTIATING 101)

Welcome back with me masukpak-eko.blogspot.com in book negotiating 101,now I will explain about common nonverbal cues until High – pressure negotiating tactics. then what are you waiting for? just read the explanation below.

Chaper 6

Pure Theater : Negotiating on stage

In the Chapter 6, the writer  explains about common nonverbal cues.

Common Nonverbal Cues
Body Language	Possible Meaning
Clenched hands,strong grip on object	Frustrasion
cocked head	interested,attentive
covering mouth with hands	dishonesty,streching the truth
crossed leg,ankles	competitive,opposing
fidgeting	apprehensive,unconfident
finger tapping or drumming	boredom or unconfident
frequent nodding	eagerness
hand - steepling (forming chruch)	Confidence
hands on cheek,chin,or glasses	thinking,examining
hands on hips	Confidence,impatience
hands on table or desk	poise
head in hand	disinterested or disagreeing
leaning forward	enthusiastic
open arms,hands	open - minded,approachable
rubbing nose,forehead	uptight,confrontional

Chapter 7

Language can mean a lot

The English language,as well all know,is highly nuanced.it contains many seemingly innoncent that can susprise you with how much power they hold.tucked inside a harmless sentences,these words can create a tone that sounds offensive to anyone already on the defensive.although you don’t intend to hurt or cause pain,the counterparty misunderstands and reacts negatively.

To following word choices can help to avoid sounding too aggressive.

•  ‘’I’’ versus ‘’you’’.instead of saying,’’you still didn’t answer my question.’’rephrase the statement: ‘’I’m sorry, I still don’t understand. Think a few examples can give me a better idea.’’by placing the blame on yourself,you make it clear that you’re not criticizing-and your counterparty will be more willing to communicate. 

• Negative versus positive. Words such as can’t,’’won’t,’’shouldn’t,’’ and ‘’don’t’’ should be used spareingly.instead of saying, ’’I can’t do that’’ try, ‘’I have a few other option I’d like to get your opinion on. ‘’it might be easier to explain why you can’t accept the offer if you present alternative solutions. 

In all case,you should be factual and use facts to back up your statements. Don’t be,or appear to be,difficult.

Chapter 8

High – pressure negotiating tactics

Careful . . . Don’t offend the counterparty

   If you’re using thee unrealistic offer tactic,be careful. Your counterparty may take offense to this piloy,especialy if they are well prepared and have researched the market to come up with their own number. If you sense that they’re prepared,have extensive knowledge,and /or that they have several alternatives,don’t start with a position that is too far off the mark. Their awareness of your intentions might make the whole tactic blackfire. Never treat your counterparty as stupid or uninformed. 

Playing Defense

   You’ve been given a figure that artificially assign a higher value to the item.when the counterparty improves upon that figure,you feel as if you’ve gotten a better deal. Your emotions take over and you snap it up,not realizing that you’ve been played to get tou to think the deal is better than it is. 

   The best defense, aside from preparation-say, some research into what those jackets cost in other stores-is to somehow validate the original price. Look for a price tag, a price list, perhaps evidence of past sales. Think of the original price in a vacuum (that is,without the discounts). Is it anything close to realistic for that item? Finally, ask why the salesperson is giving such aggressive discounts. ‘’Having a good day’’ or ‘’it’s sunny outdise’’ probably aren’t good enogh reasons. Also,in more complex deal,there’s a good enough reasons.Also, in a more complex deal,there’s a good chance that if you aren’t being asked for any concessions of your own, then the one you’re being given may not be real. Once you figure out what’s real and what’s false, act rationally; don’t let your emotions decide.

Styles and Tactic in negotiating

Welcome back with me masukpak-eko.blogspot.com in book negotiating 101,now I will explain about negotiating styles,tactic in negotiating. then what are you waiting for? just read the explanation below.

 

Chapter 3 

Know your counterparty 

Who they are,what they need,how they operate 

  Experienced public speakers will emphatically tell you one of the most important element of the preparation process is knowing and understanding he audience. 

  Why? It’ssimple.if you know the audience,you can know better what they are looking for,what they need from your pitch,and what questions they’re likely to ask.if you are giving a talk on educational oppurtunities to a group of environmentalists,don’t you think they are going to want to know more about the environmental courses you plan to offer? Of course they will. 

  Your counterparty,like you,will enter the negotiation with his own list of goals,musts, and wants.if you know him,you will be better prepared to address those musts and wants.there should be fewer-maybe no-surprises. 

  I can’t sufficiently underscore enough the importance of knowing your counterparty before you get started. 

Chapter 4 

Negotiating style 

Negotiators are people,and people are different 

Chapter 4 explain about negotiating style from counterparty,and there are: 

1. The Intimidator 

Intimidators prey on emotions.they employ tactic that may not seem fair to you ,because they try to keep you off balance and prevent you from thinking clearly.They want you feel as if the negotiation is personal-and if something goes wrong it’s your fault.they put you on the defensive and try to separate you from your rational self.they hope your bruised ego will prevent you from looking objectively at the negotiation as it unfolds. 

2. The Flatterer 

Like the intimidator,the flaterer focuses more on your emotions than on fact and logic.the difference : the flatterer gets personal by loading the negotiation with positive but insincere remarks.The idea,once again,is to get an emotional response,deflect you from the facts,and throw you off balance. 

3. The Complainer 

Although the complainer is not as deceitful and unfair as other negotiating personalities covered thus far,she can still undermine the negotiation.the complainer is typically an insercure negotiator-or a master at the play-who realy wants to be heard and understood.once she’s gotten her say,this counterparty become more reason able and more pleasant to work with. 

4. The Arguer 

The arguer is a counterparty who seems to love the conflict,thriving on disagreements-and where isn’t a conflict or disagreements,he creates one just becausethat’s where his comfort zone lies!What you will see is a constant argument with the main points of a discussion-and/or more subtly,a steady and unrelenting nitpick of the smaller ones.some arguers may start out calm and accommodating and then switch to an argumentative mode midstream in the negotiation.

Chapter 5 

A short list of other tactics 

Here are a few other common negotiating tricks and plays you’ll see-and may use-from time to time. 

· Funny money,funny money is a real money presented in away that make it seem less real.When you gambling,you exchange cash for chips,a tactic casinos employ to make customers feel as if they are not gambling with ral money.in negotiating ,the other party may use funny money-barter,nonmonetary cocessions.They may even phrase things in percentages or points instead of dollars to shift your focus away from cost or price. 

· Red herring,a red herring is a glaring decoy or straw man.a negotiator might enter a negotiation with huge request-a ten year warranty-in hopesof getting a one year warranty or some other major concession.he never expected the ten year warranty in the first place,but he did wants to change the balance of power in the negotiation. 

· Low balling,you may hear a one-time offer or concession that goes away as you get into the details of the negotiation.you hear a great price,but then start to hear about the varios conditions (‘’well,that price is only good on the first teusday after a full moon’’).but now you are hooked.

NEGOTIATING 101

Author :PETER SANDER,MBA
ISBN : 9781508239123

Pages :256

  Like most people ,you work for living .you run small business.or you are a position player in a large you are employed in a nonprofit or public agency.or perhaps you are not part of the work force at all. 

  Sooner or latter (most like sooner) you will need or want something from someone else.that someone else might be another individual,another organization.as for what you need or what,it could be a new hire,a labor deal,a supply of raw material,a professional consultation,financial advice,or even a meeting room.you need something from someone,and it is important. 

  That something maybe large or it may be small.now you have to meet with someone to obtain it.since resources are precios you have to try to get best deal.you will have to do a little ‘’give and take’’ to get the best value for your money,the best value for your time,the best value for your for whatever resources you have to offer. 

  It sound scary,we hear of tenses,drawn out negotiations about labor agreements or peace talks to stop war.the very idea or being on stage with such high stakes in the balance would scare most of us death. 

  Fortunatel most of our negotiation in real life are smaller and less critical but still important.a meeting or two ,even a phone call or exchange of emails might do it.in today’s ever faster bussines world,rapid fire technology tool accelerate the speed of negotiations. 

  But however brief the negotiations and no matter what you are negotiating for ,you still need to know what you are doing.you want deal what meets your need,one that creates the value you seek without giving away the store. 

  That’s where negotiating 101 come in,this book give you the basic tool,skills,defenses,and processes to become a more confident and effective negotiator-whether it’s your full time job or something you do in a while and whethever it’s for a $10 million contract at work or the use of the family car with your teenage boys. 

The same principle apply. 

Now I will explain contain in chapter 1 - chapther 2. 

In the chapter 1 until chapter 2 explain about definition of negotiating from many resources and a history of negotiation.

First chapter explain about the definitions from many resources 

1) Negotiation is a discussion almed at reaching an agreement (oxford dictionaries).this is the simplest and most straightforward definition I could find.End result:an ‘’agreement’’. Process: a ‘’discussion’’.the definition capturethe basics and is a good place to start,but it does nottel us to much the discussion or the agreement. 

2) Negotiation is a dialogue between two or more people or parties intended to reach a benefical outcome (Wikipedia).Here we get a little more color on both the discussion and the agreement.the discussion is between two or more parties;the agreement is a benefical outcome,’’Of course that raises the question,’’benefical to whom?’’I will back to that topic,but cutting to the chase for a moment-benefical to both parties (win-win) is usually best. 

3) Negotiation is abot having a give and take discussion with other partiews,often with opposing interest,to get something important that you want or need or to achive a goal (writter’s definition).my somewhat more labored definition covers a lot of ground: “give and take disscusin’’and “other parties with opposing interest”.the writer added “to get something important”- he feels that is an important pretext,for it seldom worth the energy to negotiate for something that is not important (a “tempest in a teapot”)-yet it seems that people are disposed to do it all the time! Don’t waste time ; negotiate when it counts.the outcome should be something you want or you need,or to achieve a goal.you should not negotiate for negotiating’s sake-again a common downfall.Negotiate smart,not just often. 

Second chapter explain about the history of negotiating 

  Since the end of World War II, in which the specter of nuclear war impelled the development of more “scientific” methods of conflict management, negotiation and mediation were re-invented into a more “rational” and acceptable form. In the process, however, the history of negotiation, a process that has always been and continues to be suspect, began to be further minimized or disregarded as irrelevant. The awareness of the evolutionary development and natural history of negotiative behaviors, however, offers an important and more complete perspective that allows practice style orthodoxies and heuristic biases that undermine practice effectiveness and competency to be exposed. Neglecting this history limits the future development of new negotiative approaches which are critical for the management of conflict in a world where the complexity of human decision making and collaboration are being ever more quickly revealed by advances in neuroscience and cognitive psychology. 

Travelling to Infinity

Author :Jane Hawking
ISBN : 9781846883668
Pages :480

SYNOPSIS 

    Stephen Hawking is a genius, he has talent in physics since childhood. His academic value is always good and he is an active person. At the campus he took part in student activities namely rowing. Stephen Hawking majored in physics and was very interested in black holes, in his thesis , he talked about black holes, the thesis even amazed the lecturers of the intelligence of Stephen Hawking. 

    In his life Stephen Hawking was still very confused to make a theory about black holes until one day he was told by his lecturer to come to a seminar outside the city. The seminar made Stephen Hawking think and at the end he saw a coffee that was added cream then started assuming that the entire universe was born from an exploding black hole. at this moment Stephen Hawking managed to find his theory but he had not succeeded in finding the correct and easy mathematical equations. 

    When he was looking for a mathematical equation from his theory, he was exposed to a neurological disease called ALS. The illness made Stephen Hawking desperate in life because the disease left his corpse paralyzed and eventually died, Stephen Hawing himself was sentenced by a doctor to die 2 years then because this disease is very quick to damage the nerves of the body of his corpse. even though it has been convicted like that Stephen Hawking remains passionate to live his life because of the support of people - people closest to him. 

    Knowing the illness suffered by Stephen Hawking and the verdict of Stephen Hawking's age who lived a little, Jane (Stephen Hawking's girlfriend) decided to marry a Hawking Staphen and finally they were blessed with 3 children. After the marriage Stephen Hawking's thesis was finished and finally he got a doctorate.

    The life of Stephen Hawking continued until he finally published his own book. The longer the illness that Stephen Hawking suffered, the worse, in the end Stephen Hawking could no longer walk, talk, move his hands, until the neck of his head could not be moved at all until finally he had to sitting in a wheelchair all his life, seeing this condition jane felt very burdened with his housework and added 3 children. because it finally decided to find a maid who could help with his housework.

    In the church when Jane was worshiping she was very interested in a man who led a choir in the church called Jonathan, in short, Jonathan was ready to help with the work in Stephen Hawking's family. Not long after, the man from the church was pregnant. felt that there was something strange about the big family and the brothers and sisters who were suspicious. there were a lot of talk that were negative and made Jane feel uncomfortable. seeing this condition Jonathan was better leaving his family together with the Hawking family, because Jonathan was afraid it would be a bad slander for Jane

    The Hawking family was even more chaotic with Jonathan's departure. But Jane didn't stay silent. Jane tried to find another very professional helper who could help her family, until finally she found Aleine. She was a helper who was also a professional Stephen Hawking sitter. the stairs, aleine took care of all the activities carried out Stephen hawking. along with the passage of their time Stephen Hawking continued to publish books about the theories he developed and because of the success of the theories he made, Stephen Hawking received many awards in physics and science. finally the verdict of doctor age Stephen Hawking is only two years away, it turns out to be wrong. Stephen Hawking's enthusiasm for continuing to make a doctor's verdict is just a useless word. The paralysis suffered by Stephen Hawking is not the reason for him to make books and teach his knowledge to people in the end Stephen Hawking is a famous scientist in the 20th century now thanks to his very impressive work and at the end of the story in the book Stephen Hawking feels proud of his children, because he feels that the important point of this life is happiness with the family.

RIVIEW 

    The conflict in this book is actually not too heavy and does not require special time to think but this conflict flows softly over time. I was so tired that at certain times I missed whether it was a problem not. 

    this book teaches its readers so that they know that with all their love, they will continue to be tested until the end of their lives. As strong as love without sincerity everything will run aground with time. Loyalty without trust will eventually run aground by itself. It is possible for a third person to be present in a relationship. Only in people who are sincere, loyal, sincere and believe in each partner who can survive. Be thankful for each of the strengths and weaknesses of each partner. Because loyalty begins with gratitude for having it.