Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market. People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore further, can these easy and fast learning skills really help those who have no ability in regard to speaking or analytical thinking?
If we view a good negotiator as the person who is able either to reach a good deal or to place himself/his team in a better position through communication, then we no doubt can say that a good negotiator should be a good communicator. In fact, a good negotiator should be someone who is more than a communicator. Why? Simply looking at any good sales person regardless of what products or services he is touting, he is certainly good at making ideal deals with his counterparts. He is not only good at expressing himself but should also know his subject matter, both strengths and weaknesses and possible issues that are involved. He should have done good research with an ability to analyze and evaluate the information gained in order to see the big picture and to know where he stands. To see a big picture and know where he stands, he must identify with his potential competitors in business and quickly evaluate both strengths and weaknesses on both sides. He knows the possible arguments to be presented by his counterparts and the rationale that stands behind those arguments. He could easily spot his opponent’s weakness of an argument to his own advantage and, at the same time, to make a reasonable and strong argument for the position he takes and make a good defense on the weakness he has. He could thus increase his own bargaining power by exposing his opponent’s weaknesses. Negotiators expect challenges and confrontations and therefore acquire a ability on attack and defense, that is, skills on debate. Without any training on debate, your strengths in negotiation will be weakened by an experienced opponent and your weaknesses be exposed and exaggerated. Simply speaking, a negotiator needs good skills on making arguments through analysis. He is more than a communicator.
Some professional books, for example, the book Negotiating written by Philip O’Connor et al. and published by Longman of the fifth edition in 1998, which is based on research of the Harvard Negotiation Project, offers complete procedural training with emphasis on the practice of pattern sentences used in the hypothetical cases to help beginners get familiar with steps from relationship building to a conclusion of an agreement (i.e. relationship building, agreeing procedure, exchanging information, questioning, options, bidding, bargaining, and finally, settling and concluding). These steps offer excellent guide lines on the negotiating procedure for learners to follow. But the question here is what if the learners have some difficulty in expressing his ideas in a clear and persuasive manner in the beginning? What if he cannot make a good evaluation of the whole situation and pinpoint the issues, which are the essential qualities required of any shrewd businessman as mentioned in the preceding paragraph? Even if he does have these essential qualities, then how can he convince his counterpart to accept the message he delivers? Those books which offer guidelines on procedures obviously neglect the demand of new beginners needing to improve their thinking process and skills on expression and persuasion. In fact, few books offered on the market observe the fundamental training on the power of persuasion.
What exactly is a negotiation and what skills are required of a negotiator? A negotiation is a persuading process to convince your counterpart to reach an agreement. It is communicating with a person whose interest might be different or often contrary to yours. It is unrealistic to expect a shrewd professional to be deceived by some trivial tricks to enter a deal unfavorable to his own interest in a zero sum game.
Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market. People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore furth...
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Forewords
My motivation to write this book Thirty years ago when I was in Saint Louis Law School, one day a good friend of mine asked me one question. “John, what is the difference between students in Saint Louis Law and Harvard Law?” I told him that they were in Harvard because they were more intelligent and studied harder. He said, “Not exactly, they already knew what they would do in the future when they were 12 years old when we only knew how to play baseball.” Ten years later, my friend, by his keen observation and strong persuasive power, became a very famous football agent in the U.S., building his own empire with his empty hands. As an old Chinese saying goes, “ice of three inches thick cannot be made overnight.” If you are weak in your power of persuasion, such weakness probably has lasted a long time and certainly cannot be cured overnight.
My motivation to write this book is simple, to build up the students’ ability on persuasion in speaking, debating, writing and negotiation. I have taught English speech, debate and writing in college and have worked as an international attorney for over ten years. In the past ten years, I have noticed that many students with a high English proficiency, including some from mainland China, can neither talk nor write on topics assigned as those found in ILTS and TOEFL. When I inquired further, I was informed that they had spent time and effort in high school on being trained to read and listen rather than write, not to mention to deliver a speech on certain topics. To my surprise, they have never learned how to write even in their Chinese class either. In many cases, they had great difficulty in giving opinions. Most of them have no problem with their English proficiency. English is a tool helpful in communicating
with foreigners and exchanging ideas. They spent plenty of time on learning English to achieve a high English proficiency, but they have never learned how to form their opinions by observing and formulating ideas. In their process of learning, they failed to understand that English is a tool rather than their final goal in the future. As an intellectual, you have to be able to express your own thinking and opinion. Your own opinion is the first step of training in persuasive speech, debate, writing and negotiation. What is more important here is that prior to discussing your own opinion, you have to be trained on providing descriptive facts or information from your observation.
The problem on how to establish an opinion is not limited to college students but encountered by business persons as well. In the past ten years, I worked as an international attorney to help some local companies with their international disputes including overseas litigations, mediations and settlements. In a business world, power on persuasion is important. To persuade others to accept what you say, which is an opinion with a conclusion, you must take a position first. To form an opinion, facts must be carefully observed, clearly described and be further analyzed. This task is the first priority in the management of any business decision, especially in disputes. This process requires a series of logical organization. Logical organization starts from a clear description of facts resulting into a well elaborated opinion subsequent to a logical analysis. Quite unfortunately, many business persons do not have sufficient training in this field. In many occasions where business disputes are involved, people who are in charge of this responsibility cannot give a clear description of relevant facts, not to mention spotting issues with a possible proposed solution. I am not referring only to a junior level regarding customer service, but also to a senior management level on this point. I hope this book can help some students as well as business persons who need help in their writing, speaking and negotiation.
My motivation to write this book Thirty years ago when I was in Saint Louis Law School, one day a good friend of mine asked me one question. “John, what is the difference between students in Saint Louis Law and Harvard Law?” I told him that they were in Harvard because they were more intelligent and studied harder. He said, “Not exactly, they already knew what they would do in the future when they were 12 years old when we only knew how to play baseball.” Ten years later, my f...
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目錄
Forewords 前言 My motivation to write this book 我寫這本書的動機 Chapter one 第一章 1.Introduction 本書介紹 a.What will this book teach you? 這本書會教你什麼？ b.The relation between abilities required on speech, debate and negotiation 演說、辯論和談判所需能力之間的關係 2.Training on asking questions and exploring possible answers 提出問題與尋找答案的訓練： a.Differences between the educational purposes of high schools and colleges 大學教育與高中教育目的的差異 b.To judge a tree from its fruits 由果實來判斷樹的好壞 c.Important notes 重要提醒 d.Questions 問題 3.Training on giving an opinion 提出意見的訓練 a.The importance of having an opinion 意見的重要性 b.How an opinion is formed and challenged 意見如何形成與被挑戰 c.Cultural consideration on opinion forming 意見形成上的文化考量 Chapter Two 第二章 Training on conversation 對話的訓練 1.Importance of a conversation 對話的重要性 2.How to make keep a conversation moving 如何使使對話進行 3.Elements of conversation 對話的要件 4.Factors affecting a conversation 影響對話的因素 5.Other notes added for conversation training 關於對話訓練的其他要點 Chapter Three 第三章 Speech Training 演說訓練 1.Some basic messages for this chapter 關於本章的基本訊息 Formulating Process on Expression 表達形成的過程 2.Purpose of Speech 演說的目的 What benefit can be procured from speech training? 從演說訓練中可以獲的什麼樣的好處? What role can does a the purpose do inof a speech play? 演說的目的扮演什麼角色? 3.Facts and interpretation 事實與詮釋 a.Observation in a classroom 課堂觀察 b.Observation in a classroom 課堂觀察 4. Delivering a Message 訊息傳遞 5. To gain control at the beginning 在開始時候的掌控 6. How to conquer the fear when giving a public speech? 如何克服公開演說場合的恐懼? 7. How to intrigue interest through stories and examples 利用故事還有例子來刺激興趣 8. The benefits of giving a story in at the beginning 在一開始講故事的好處 9. Building up creditability through facts 透過事實建立起可信度 a. Observation in a classroom 課堂觀察 b. A view in from a class corner of the class 課堂一角 10. Training of beginners 對於初學者訓練 11. A note on self-introduction 關於自我介紹的一些看法 12. Narration/ Description of facts 事實的敘述 13. Further elaboration on the interpretation of facts 對於事實解釋部分進一步的闡述 14. The followings are some advice with a few tips based on the past practice from students 下列事項是依據學生們過去的表現列出以下建議 15. Sample Speech and Writing at the Intermediate Level 演說和中級寫作示範 16. Summary 摘要 17. Impromptu Speech 即席演說 18. Observation in a classroom 課堂觀察 19. The application of the approaches learned from this chapter 本章方法的適用 Chapter four 第四章 Debate 辯論 1. Why should we learn debate? 我們為什麼要學習辯論 2. Critical Thinking Resulting from Doubt 批判性思考源自於懷疑 3. Training of debate 辯論的訓練 a. General composition of an argument 辯論的結構 A. Difference between a speech and a debate 演說與辯論的差異 B. Refutation 反駁 C. Evaluating facts with a standard 以標準來檢驗事實 D. Cause and effect in a sentence 在一個句子中的因果關係 E. Cause and effect in a paragraph 段落中的因果關係 F. Issue and a focal point 爭議點與中心點 G. Examination of an Argument 對於辯詞的檢驗 H. Finding out the standard that is applied 找出適用的標準 I. PRACTICE ON THE GMAT ESSAY QUESTIONS GMAT 題目練習 J. Method used in reasoning 論理的方法 K. How to form a framework for a debate 如何建立辯論的架構 L. Importance of A Summary and the introduction of IRAC 摘要的重要性以及IRAC介紹 M. Memorandum for argument 辯論備忘錄 N. Preparation and practice on topics for debate 辯論題目的準備與實踐 O. Common Mistakes Made in Writings 寫作上常犯的錯誤
Forewords 前言 My motivation to write this book 我寫這本書的動機 Chapter one 第一章 1.Introduction 本書介紹 a.What will this book teach you? 這本書會教你什麼？ b.The relation between abilities required on speech, debate and negotiation 演說、辯論和談判所需能力之間的關係 2.Training on asking questions and exploring possible answers 提出問題與尋找答案的訓練： a.Differences between the educational purposes of high schools and colleges 大學教育與高中教育目的的差異 b.To judge a tree from it...
Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market. People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore further, can these easy and fast learning skills really help those who have no ability in regard to speaking or analytical thinking?
If we view a good negotiator as the person who is able either to reach a good deal or to place himself/his team in a better position through communication, then we no doubt can say that a good negotiator should be a good communicator. In fact, a good negotiator should be someone who is more than a communicator. Why? Simply looking at any good sales person regardless of what products or services he is touting, he is certainly good at making ideal deals with his counterparts. He is not only good at expressing himself but should also know his subject matter, both strengths and weaknesses and possible issues that are involved. He should have done good research with an ability to analyze and evaluate the information gained in order to see the big picture and to know where he stands. To see a big picture and know where he stands, he must identify with his potential competitors in business and quickly evaluate both strengths and weaknesses on both sides. He knows the possible arguments to be presented by his counterparts and the rationale that stands behind those arguments. He could easily spot his opponent’s weakness of an argument to his own advantage and, at the same time, to make a reasonable and strong argument for the position he takes and make a good defense on the weakness he has. He could thus increase his own bargaining power by exposing his opponent’s weaknesses. Negotiators expect challenges and confrontations and therefore acquire a ability on attack and defense, that is, skills on debate. Without any training on debate, your strengths in negotiation will be weakened by an experienced opponent and your weaknesses be exposed and exaggerated. Simply speaking, a negotiator needs good skills on making arguments through analysis. He is more than a communicator.
Some professional books, for example, the book Negotiating written by Philip O’Connor et al. and published by Longman of the fifth edition in 1998, which is based on research of the Harvard Negotiation Project, offers complete procedural training with emphasis on the practice of pattern sentences used in the hypothetical cases to help beginners get familiar with steps from relationship building to a conclusion of an agreement (i.e. relationship building, agreeing procedure, exchanging information, questioning, options, bidding, bargaining, and finally, settling and concluding). These steps offer excellent guide lines on the negotiating procedure for learners to follow. But the question here is what if the learners have some difficulty in expressing his ideas in a clear and persuasive manner in the beginning? What if he cannot make a good evaluation of the whole situation and pinpoint the issues, which are the essential qualities required of any shrewd businessman as mentioned in the preceding paragraph? Even if he does have these essential qualities, then how can he convince his counterpart to accept the message he delivers? Those books which offer guidelines on procedures obviously neglect the demand of new beginners needing to improve their thinking process and skills on expression and persuasion. In fact, few books offered on the market observe the fundamental training on the power of persuasion.
What exactly is a negotiation and what skills are required of a negotiator? A negotiation is a persuading process to convince your counterpart to reach an agreement. It is communicating with a person whose interest might be different or often contrary to yours. It is unrealistic to expect a shrewd professional to be deceived by some trivial tricks to enter a deal unfavorable to his own interest in a zero sum game.
Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market. People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore furth...
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作者序
序
Forewords
My motivation to write this book Thirty years ago when I was in Saint Louis Law School, one day a good friend of mine asked me one question. “John, what is the difference between students in Saint Louis Law and Harvard Law?” I told him that they were in Harvard because they were more intelligent and studied harder. He said, “Not exactly, they already knew what they would do in the future when they were 12 years old when we only knew how to play baseball.” Ten years later, my friend, by his keen observation and strong persuasive power, became a very famous football agent in the U.S., building his own empire with his empty hands. As an old Chinese saying goes, “ice of three inches thick cannot be made overnight.” If you are weak in your power of persuasion, such weakness probably has lasted a long time and certainly cannot be cured overnight.
My motivation to write this book is simple, to build up the students’ ability on persuasion in speaking, debating, writing and negotiation. I have taught English speech, debate and writing in college and have worked as an international attorney for over ten years. In the past ten years, I have noticed that many students with a high English proficiency, including some from mainland China, can neither talk nor write on topics assigned as those found in ILTS and TOEFL. When I inquired further, I was informed that they had spent time and effort in high school on being trained to read and listen rather than write, not to mention to deliver a speech on certain topics. To my surprise, they have never learned how to write even in their Chinese class either. In many cases, they had great difficulty in giving opinions. Most of them have no problem with their English proficiency. English is a tool helpful in communicating
with foreigners and exchanging ideas. They spent plenty of time on learning English to achieve a high English proficiency, but they have never learned how to form their opinions by observing and formulating ideas. In their process of learning, they failed to understand that English is a tool rather than their final goal in the future. As an intellectual, you have to be able to express your own thinking and opinion. Your own opinion is the first step of training in persuasive speech, debate, writing and negotiation. What is more important here is that prior to discussing your own opinion, you have to be trained on providing descriptive facts or information from your observation.
The problem on how to establish an opinion is not limited to college students but encountered by business persons as well. In the past ten years, I worked as an international attorney to help some local companies with their international disputes including overseas litigations, mediations and settlements. In a business world, power on persuasion is important. To persuade others to accept what you say, which is an opinion with a conclusion, you must take a position first. To form an opinion, facts must be carefully observed, clearly described and be further analyzed. This task is the first priority in the management of any business decision, especially in disputes. This process requires a series of logical organization. Logical organization starts from a clear description of facts resulting into a well elaborated opinion subsequent to a logical analysis. Quite unfortunately, many business persons do not have sufficient training in this field. In many occasions where business disputes are involved, people who are in charge of this responsibility cannot give a clear description of relevant facts, not to mention spotting issues with a possible proposed solution. I am not referring only to a junior level regarding customer service, but also to a senior management level on this point. I hope this book can help some students as well as business persons who need help in their writing, speaking and negotiation.
My motivation to write this book Thirty years ago when I was in Saint Louis Law School, one day a good friend of mine asked me one question. “John, what is the difference between students in Saint Louis Law and Harvard Law?” I told him that they were in Harvard because they were more intelligent and studied harder. He said, “Not exactly, they already knew what they would do in the future when they were 12 years old when we only knew how to play baseball.” Ten years later, my f...
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目錄
Forewords 前言 My motivation to write this book 我寫這本書的動機 Chapter one 第一章 1.Introduction 本書介紹 a.What will this book teach you? 這本書會教你什麼？ b.The relation between abilities required on speech, debate and negotiation 演說、辯論和談判所需能力之間的關係 2.Training on asking questions and exploring possible answers 提出問題與尋找答案的訓練： a.Differences between the educational purposes of high schools and colleges 大學教育與高中教育目的的差異 b.To judge a tree from its fruits 由果實來判斷樹的好壞 c.Important notes 重要提醒 d.Questions 問題 3.Training on giving an opinion 提出意見的訓練 a.The importance of having an opinion 意見的重要性 b.How an opinion is formed and challenged 意見如何形成與被挑戰 c.Cultural consideration on opinion forming 意見形成上的文化考量 Chapter Two 第二章 Training on conversation 對話的訓練 1.Importance of a conversation 對話的重要性 2.How to make keep a conversation moving 如何使使對話進行 3.Elements of conversation 對話的要件 4.Factors affecting a conversation 影響對話的因素 5.Other notes added for conversation training 關於對話訓練的其他要點 Chapter Three 第三章 Speech Training 演說訓練 1.Some basic messages for this chapter 關於本章的基本訊息 Formulating Process on Expression 表達形成的過程 2.Purpose of Speech 演說的目的 What benefit can be procured from speech training? 從演說訓練中可以獲的什麼樣的好處? What role can does a the purpose do inof a speech play? 演說的目的扮演什麼角色? 3.Facts and interpretation 事實與詮釋 a.Observation in a classroom 課堂觀察 b.Observation in a classroom 課堂觀察 4. Delivering a Message 訊息傳遞 5. To gain control at the beginning 在開始時候的掌控 6. How to conquer the fear when giving a public speech? 如何克服公開演說場合的恐懼? 7. How to intrigue interest through stories and examples 利用故事還有例子來刺激興趣 8. The benefits of giving a story in at the beginning 在一開始講故事的好處 9. Building up creditability through facts 透過事實建立起可信度 a. Observation in a classroom 課堂觀察 b. A view in from a class corner of the class 課堂一角 10. Training of beginners 對於初學者訓練 11. A note on self-introduction 關於自我介紹的一些看法 12. Narration/ Description of facts 事實的敘述 13. Further elaboration on the interpretation of facts 對於事實解釋部分進一步的闡述 14. The followings are some advice with a few tips based on the past practice from students 下列事項是依據學生們過去的表現列出以下建議 15. Sample Speech and Writing at the Intermediate Level 演說和中級寫作示範 16. Summary 摘要 17. Impromptu Speech 即席演說 18. Observation in a classroom 課堂觀察 19. The application of the approaches learned from this chapter 本章方法的適用 Chapter four 第四章 Debate 辯論 1. Why should we learn debate? 我們為什麼要學習辯論 2. Critical Thinking Resulting from Doubt 批判性思考源自於懷疑 3. Training of debate 辯論的訓練 a. General composition of an argument 辯論的結構 A. Difference between a speech and a debate 演說與辯論的差異 B. Refutation 反駁 C. Evaluating facts with a standard 以標準來檢驗事實 D. Cause and effect in a sentence 在一個句子中的因果關係 E. Cause and effect in a paragraph 段落中的因果關係 F. Issue and a focal point 爭議點與中心點 G. Examination of an Argument 對於辯詞的檢驗 H. Finding out the standard that is applied 找出適用的標準 I. PRACTICE ON THE GMAT ESSAY QUESTIONS GMAT 題目練習 J. Method used in reasoning 論理的方法 K. How to form a framework for a debate 如何建立辯論的架構 L. Importance of A Summary and the introduction of IRAC 摘要的重要性以及IRAC介紹 M. Memorandum for argument 辯論備忘錄 N. Preparation and practice on topics for debate 辯論題目的準備與實踐 O. Common Mistakes Made in Writings 寫作上常犯的錯誤
Forewords 前言 My motivation to write this book 我寫這本書的動機 Chapter one 第一章 1.Introduction 本書介紹 a.What will this book teach you? 這本書會教你什麼？ b.The relation between abilities required on speech, debate and negotiation 演說、辯論和談判所需能力之間的關係 2.Training on asking questions and exploring possible answers 提出問題與尋找答案的訓練： a.Differences between the educational purposes of high schools and colleges 大學教育與高中教育目的的差異 b.To judge a tree from it...
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