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entonces vamos a empezar ahora on a
webinar in West Omaha in true harem el
webinar see I’m a negotiation and
persuasion with Kaplan International
what we’re going to cover in this
webinar to begin with it’s just some
basic tips on negotiation and then we
will go through a step by step
negotiation process with an example
where I will be giving you some verbal
language and some phrases some
vocabulary words that you can use in in
this type of situation we will also
cover some social psychology tips that
are based on the theory that can help
you a lot with persuasion we will after
this go through negotiation slang or as
we commonly call it here gun so we will
go through that and we will go through
that and learn some typical things that
are used some commonly words some
commonly use words during a negotiation
process after this we will go through
negotiating with foreigners and we’re
going to focus mainly on Chinese
nationals American nationals and British
nationals and what are the differences
between these cultures and how you talk
to them how you how you how would you
have a better outcome when negotiating
with them and lastly we will be talking
about body language and how this impacts
a good negotiation process so the first
thing we will cover is the negotiation
and some basic tips so to begin with we
need to talk about what is a good
negotiation so a good negotiation means
that neither person nor neither party
involved feels cheated manipulated or
taken advantage of so it means that both
people who feel that the process has
been fair
and that both people have benefited from
the outcome of the negotiation so it
should present two important factors
which are empathy and assertiveness
empathy is simply being able to put
yourself in the other person’s position
so fully understanding where they’re
coming from understanding their criteria
understanding their opinion will give
you a perspective on on what what is it
that they want from the negotiation and
will help you understand it better and
reach an outcome that will suit you or
will benefit you both and the second one
is assertiveness so set numbers on a
sativa is being able to state your point
but not being maybe too passive nor to
aggress if you have to do it in a very
calm and positive way but not showing
yourself to be defensive because it this
can impact your negotiation negatively
so stay tuned your points but very calm
and positive not trying to impose
anything or it sound like you’re being
defensive about your position and now a
bad negotiation there’s five mistakes
that could we could ruin your
negotiation if you especially if you
make more than one we’re gonna go
through them now the first one is to
don’t make any assumptions so you don’t
want to assume anything assume it you
don’t want to assume anything you want
to assume what the other person is
thinking how the other person is going
to react what the other person is going
to say how their business works you
don’t want to assume any of that you
always have to if you’re not sure you
always want to ask questions in and just
make sure that you have the clarity and
the understanding of how the negotiation
is going sometimes we will just think I
think like this so maybe this is how the
other person is going to think and that
can ruin your conversation or could
confuse it because if you’re talking
about something the other person is not
understanding what is it that you are
saying because that’s that was not the
point that they were trying to explain
at the beginning because you assumed
what they were saying you replied
something
that is not related to what they were
actually saying so don’t make any
assumptions about anything in any
negotiation the second one is don’t rush
so sometimes people try to just rush a
negotiation just try to get a deal just
try to accept or reject something and
this could not end well
negotiations do take time especially if
you want them to go smoothly
and if you rush things it might happen
that both you and the other person might
end up being dissatisfied you might
accept a deal or reject a deal and both
could be about decision either way so
never rush anything take pauses as well
so if somebody is telling you something
or asking you something you don’t have
to rush an answer very fast if you need
some seconds or a minute to think about
it or think about what they’ve proposed
or what questions have asked you just
take a couple of seconds to think about
it this process can also give the other
person some time to get clean
perspective so it’s also going to help
them so don’t rush into anything the
third mistake that people do is that
they take things personally negotiations
are usually a business deal so if the
other person is telling you something
that maybe upsets you or you think where
you feel offended don’t show your
emotions to them because this can be
used against you if a person can see
that your emotions are being affected
they could use that to their advantage
and try to maybe manipulate you try to
if you’re not focused they could end up
telling you this is the best decision
this is the best deal and you might end
up accepting it because you let your
emotions get in the way so don’t take
anything personally it is most of the
time only a business deal anything that
they say it’s mostly just about business
now the fourth mistake is to don’t
accept a bad deal sometimes again
because you’re rushing you just accept
anything you just rush for a settlement
you want to settle for something and you
might accept something that is not
really good for you um or for the other
person but mostly for you so try not to
accept something just because you want
to finish a negotiation there should
always be the option of postponing the
negotiation so finishing at another time
maybe having some time away to talk with
your team with your company think about
it and then come back and there should
also be the option of not accepting a
deal at all
so rejecting everything so know don’t
accept a bad deal because this might not
end up well especially for you but also
for the other person and the last one is
to don’t over negotiate some people tend
to when they’re leaving the negotiation
when they are doing very very well they
tend to take advantage and maybe if
they’re winning and they’re getting
everything they want they will ask for
more and more and more because they
think that they will get it but this
could ruin your chances and the other
person might end up cancelling
everything and say actually we’re not
going to do anything today sorry so you
might affect you might ruin your your
negotiation that was going very well so
don’t take advantage in if you’re in the
position that you are winning and you’re
getting you seem to be getting what
you’re what you want don’t over
negotiate so those are the information
basic information and what makes a good
and about negotiation we’re going to go
now into our next section which is
verbal language but before that we’re
just gonna go I’m gonna check now the
chat box to see if there’s any questions
about the section
so there’s no questions the only
question is somebody’s wondering if they
will be receiving a copy of this
PowerPoint I am Not sure but at the end
I’m sure of somebody from the Caminada
comments you can answer that for you
okay but since there are no more
questions we will go ahead and carry on
with our presentation so now we will be
talking about the verbal language so we
will start with step by step negotiation
process where we will be closing a deal
so ser Addam negotiable we will be using
an example which is we are going to be
purchasing t-shirts from a company they
are $10 each but because we are going to
be purchasing a large amount of them we
want to reduce the price of $10 so
that’s what that’s what the negotiation
is going to be so to start with a good
negotiation start with a positive
attitude so I’ve got an example here of
something you can say it’s our goal
today is to find a solution that suits
both of us so here you’re not saying I
want this I’m coming here to get this
and only this you’re not imposing
anything you’re actually starting very
positive by saying I’m here to find
something that is going to be beneficial
for you and also for me so that’s what
the negotiation is about so that both
parties feel that they have gotten a
fair deal a good deal so it’s a good way
to start your conversations now we’re
going to go the second step would be to
go straight to the point
but be as brief as possible so you want
to say your aim you want to say what you
want what you want to get out of the
negotiation obviously it’s going to be
negotiated with the other person but you
want to say what is that you want
straight to the point and then that will
be the focus of all the conversation you
will have so in our case the the aim or
the goal is to lower the price of
t-shirts when you’re buying a larger
amount so I’ve got two a ways to start
is we’ve got I’m thinking of or I
suggest so for example
thinking of purchasing a large amount of
t-shirts therefore would like to discuss
a reduction in price or I suggest we
discuss the price per t-shirt as I will
not be buying one but a large amount
which might benefit your company so
you’re saying it in a way which makes
you sound I’m thinking of I suggest this
is my idea in your not saying this is
what’s going to happen this is what I
want whether you like it or not you’re
just saying your idea and based on that
then the other prince is gonna reply and
start saying what we can do how we can
get the deal for you that’s also going
to be beneficial for us and in different
ways like that but it’s a good way to
start without sounding that you are
imposing anything on anyone now then the
next step would be the next step would
be to listen to what the other person
has to say it’s important to listen very
carefully in negotiations it happens to
many of us that because English is our
second language we get a little bit
nervous a little bit and we think a
little bit too much about what we want
to say so for example you say something
to a person or you ask them a question
and while they’re talking you’re you can
only focus or you can only think of what
you’re going to say next
so you’re thinking about words you’re
thinking about some things that you can
say next and you tone listen and this
can affect you because when they do
reply or when they say something back it
might be something completely new that
you didn’t listen and when it’s your
time to reply you might be out of
context you might say something that
doesn’t make any sense they might have
asked you a question and you didn’t
realize they were asking you a question
because you were not listening so it’s
very important to listen specially in
English when it’s not it’s not our it’s
not our our first language is our second
language we need to listen and then if
you need some time to process and think
about what you need to say just take a
couple of seconds to think about it you
never have to reply right away now it
would be the first step would be asking
questions you will be now interacting
with the other person asking some
questions asking them questions they
will be asking you things about how they
can make the deal work I’ve got a few
examples here so based on our scenario
you could ask something like hello would
you be willing to go on the price per
t-shirt so you’re going straight to the
point how low are you willing to go what
price sir it’s the lower that you’re
willing to to give us per t-shirt or you
can say how much are you willing to
compromise so compromise means just what
are you willing to give up in order to
get something that you want you can also
be very open with them and say do you
have a suggestion
just ask him if they have any
suggestions any ideas d-rose this also
makes you look like you’re not here to
say everything your way but that you’re
giving them the the space or the option
that they can tell you what do they
suggest they suggest something else
maybe something different you haven’t
thought of so always give them that
chance as well in if you would like it’s
a good way to ask do you have a
suggestion okay so now we’ll go into
making the proposal when you make a
proposal you want to start very subtle
so say something like I believe an
acceptable price would be so this is
saying I believe I think this this could
be a good price that would benefit both
of us and again it’s not imposing
anything it’s not stating your point
very defensively it’s just saying I
believe this could be a good option and
then you just have to hear what the
other person has to say now if the other
person makes a proposal that you’re not
happy with maybe maybe you could change
it or you just don’t you just don’t
agree with it you can say in a very
polite way you can respond by saying how
about if we and then you propose
something different or for example you
do like that proposal but you want to
change some things and you say okay
that’s that’s a good proposal but how
about if we and then you would be
changing a little bit the subject trying
to change a little bit see if you can
propose something different when you
don’t like what they’ve what they’ve
told you now for this area for making a
proposal I’ve got two social types –
social psychology approaches that
work really well in persuasion and you
can use them in this type of example so
I’m going to explain now how so the
first one is called the foot-in-the-door
approach and this this is very common
when for example somebody asks you for a
small failure can you do this for me and
then you you say yes and then when they
ask for a bigger favor you’re likely to
say yes again because if you comply the
first time for something small you’re
likely to comply a second one even
though it’s something bigger so in our
example you would be asking for a small
price reduction and then ask him for a
bigger one so you could say how about if
we get the private t-shirts if we’re
going to buy 100 t-shirts we would like
to reduce the price to $8 per t-shirt
and then the other person the company
might say ok we will do that and then
you say ok now if we buy 200 t-shirts
how about if we reduce the price to $6
per teacher so you’re getting a
significant reduction in the price but
you’re also buying a larger amount but
because they said yes in the first
instance they’re likely to say yes in
the second one even though they’re
reducing it more especially could work
in this case because you’re also buying
a larger amount of t-shirts and the
second approach is called
go big then go small so this is pretty
much the opposite you ask for a big
failure and that’s likely to get
rejected they’re likely to tell you no
but then you ask for a small favor and
they’re likely to say yes so in our
example you would ask for a big price
reduction which is might be rejected and
they’re asked for a smaller one so you
could say we would like to get buy the
t-shirts for $5.00 per t-shirt but then
the other person might say we won’t be
able to do that because that’s reducing
the price 50% and we cannot reduce it
that much I’m sorry and then you go okay
but how about if we reduce them to $7
per t-shirt and the other person is
likely to comply in this case because
they’ve rejected your first offer
because it was very big but now that
because you asked for such a big
reduction at first your second proposed
so which is $7.00 per t-shirt seems a
bit more sensible so they’re likely to
accept that one and that’s how this
approach would work so either approach
would work they also work in other
scenarios we just focus on now in this
one which is trying to get a good deal
out of a negotiation try to persuade
someone so now we will go into ways of
rejecting a proposal so when you don’t
like the proposal they made you can say
I understand your point so you’re saying
I see what you’re coming from I
understand what you’re saying but and
then explain the reasons why maybe you
don’t like very much a proposal or why
maybe it should be changed or adjusted
to something better or in the case that
they make a proposal and you absolutely
are not going to accept it you can say
I’m afraid that is out of the question
and that simply means we’re not going to
negotiate that it’s simply not going to
happen it’s impossible we won’t be
accepting that proposal and you can end
by saying hopefully we can reach a
better agreement and that’s setting
again a positive note it’s telling the
other person we still want to negotiate
we’re still willing to look into
something different if talk about it
again see if we can find something that
can suit both of us so if you–if you’re
rejecting a proposal and you still want
to work with this company or you still
want to negotiate with them this is a
good phrase to say to them hopefully we
can reach a better agreement and now
ways to accept a proposal you could say
simply I think that is fair enough so
that just means I think it’s a fair
process I think we’re both getting a
good deal out of this or you can simply
say I’m happy with this deal so it has
the phrases and you’re just happy with
with what you’ve discussed
you’re happy with the proposal and
you’re accepting it
and lastly concluding so it’s important
especially again when it’s our second
language we want to make sure that
everything that has been discussed we
can write it down we can make a summary
at the end just to make sure we’re both
the same page we didn’t miss anything we
both write down what we agreed on and
what what the deal was in the end so you
can say shall we some optimum points or
shall we go over the points we just
agreed on and then you can start
discussing what the main points we’re
what the accepted proposal was with the
accepted deal was and how you’re going
to carry on your business forward okay
so this was the section for a verbal
language and now we’re going to go into
the next section which is negotiation
slang
whoa we’ll have a look first and see if
we have any other questions so let’s see
if I have an objective how can I pursuit
it during a negotiation so when you have
an objective you have clear what you
want again like I said at the beginning
you want to always state your point and
say exactly what you want but most
likely in a good negotiation you’re not
going to get exactly what you want
because the other person has to benefit
from it as well so always state your
point say exactly what you want because
that can become the focus of the whole
conversation and then the person is
going to respond to your query or your
needs in that way but always say it very
clearly just don’t expect it to be
exactly how how you want it to be
because you always have to remember that
a fair or a good negotiation is going to
depend on the other person being
benefited by it as well okay so how much
time this session will be taking it
should be an hour so it should be until
a 11:30 in the morning and more or less
we should be finishing him okay so I
think those were the two questions I
don’t think there are any more questions
so we’re gonna carry on now
then with the conversate with the
webinar so we’re going now into
negotiations lang
so negotiations lang or here again these
are words that you don’t have to use
they are not going to make your
any better they’re not going to make you
win they’re not going to benefit you or
anything special like that we just saw
that it would be important to include it
because it is very commonly used in
business specialty negotiations so if
you ever come across these phrases
somebody tells you these phrases then
you can you can already know that the
meaning instead of having to ask what do
you mean so it’s just a basic knowledge
you can use them as well it but it’s
just not necessary to make your
negotiation better
the first negotiations language we’ll
talk about is get the ball rolling this
simply means to start so for example you
can say okay we’re ready to start our
negotiation so let’s get the ball
rolling the second one is crunch numbers
to crunch numbers means to analyze large
amounts of numerical data so you sit in
a sentence you can say have been
crunching the numbers all night or I’ve
been crunching the numbers for hours and
I still don’t see how this is going to
make us a profit or I still don’t see
how this is going to benefit my company
so crunching numbers analyzing large
amounts of numerical data the third one
is out of the question so we use this
one earlier when we were rejecting a
proposal if you say something is out of
the question it means that it’s not
going to happen it’s not going to be
thought about it’s not going to be
negotiated so you’re gonna have to think
about something different and your
proposal a new idea because that one is
out of the question
the next one is to sweeten the deal so
this simply means to make the deal a
little bit more attractive so for
examples to use it in a sentence you can
say in our in our scenario that we were
using before in the closing the deal
section the other person could tell you
listen I’m really sorry we won’t be able
to lower the price so much we can only
lower it to $8 per t-shirt however to
sweeten the deal we can offer you free
delivery on your t-shirts so it’s just
making the deal a little bit more
attractive that’s what the phrase means
the next one is to twist one’s arm this
simply means to persuade someone so to
use it in a sentence
it could be using different ways but an
example could be I didn’t want to reduce
the price to $6 $6 per t-shirt but he
twisted my arm into it so I ended up
reducing the price or you could say
they’re very they’re being very
difficult with reducing the price so I’m
going to have to twist their arm in
order to get a good reduction in the
price so it just means persuading
changing someone’s mind the next one is
to take it or leave it so this is simply
either you accept or you reject the
proposal so if somebody gives you a
proposal and says take it or leave it
then you have the option of either
accepting what they just told you or
simply there’s no deal so it’s not gonna
be negotiated anymore it’s not going to
be discussed anymore
you either accept it or you’re rejected
entirely and the last one is to drive a
hard bargain so a person that drives a
hard bargain is a person that is tough
to negotiate with they’re being a little
bit difficult and maybe it’s it’s it’s
not baby it’s not been very easy to
reach or to settle in an agreement with
them so they could say this person we
were really not being able to reach an
agreement they were asking me lots of
things they were rejecting all of my
proposal so that person drives a hard
bargain so they’re they’re a little bit
difficult to negotiate with or it can
also be used in a positive way you could
say I drove a hard bargain because I was
able to get the t-shirts for six dollars
each so you did a really good job it’s
also for people that are so persistent
so I guess more persistence that they do
get the outcome that they want so they
drive a hard bargain because they get
they win they get what they want now
we’re going to go into negotiating with
foreigners we will again make a pause
and see if there are any questions about
these this section so yes somebody’s
asking about the meaning of crunch
numbers so crunch numbers is to analyze
a large amount of numerical data so
maybe
you have a lot of information in Excel a
lot of numbers a lot of equations that
you need to analyze to see maybe if the
proposal that they’re making is going to
benefit you or not so analyzing a large
amount of data so the example again is
in I’ve been crunching the numbers for
hours I’ve been crunching the numbers
all night and I still cannot understand
him how how is going to benefit us or
you could say I’ve been crunching the
numbers for hours and I can see now why
this is going to help our company so
it’s it just it just means analyzing the
numbers so sweet sweeten the deal
sweeten the deal means to make a nut may
can attract misery make an offer or a
proposal more attractive so the example
that I used was in in our scenario about
closing the deal the company might tell
you we won’t be able to lower the price
so much we can only give you a price
reduction to six dollars per t-shirt or
$8 per t-shirt however to sweeten the
deal so to make the deal more attractive
for you or better for you we will offer
you free delivery so it’s giving you
something else it’s making that the
proposal sound a little bit better so
even though they cannot give you what
you want which is a reduction in price
then you can still get something good
which is the free delivery okay so can I
use this land shark my pencil I’m not
exactly sure of what what that means to
be honest I know I’ve not used ups long
before and so I would have to first find
out what it means and how it can be used
and if I if it can be used in
negotiations so I’m sorry I cannot
answer that one exactly if there’s any
more questions okay so we’ll just go
ahead and continue with our presentation
so now we’re going to go into
negotiating with foreigners so the first
or nationality we’re going to talk about
is Chinese nationals so the first step
in negotiating with Chinese nationals is
to learn basic dialect phrase
so if you learn if you first find out
what dialects the person you are going
to be doing business with what dialect
they speak and you’ll learn a few
phrases maybe a few greetings or a few
simple sentences it doesn’t have to be
anything very complicated they don’t
expect you to negotiate in their dialect
it’s going to be in English but if you
learn a few phrases they see that as a
sign of respect so they will like it so
maybe learn a couple of things if you’re
meeting with Chinese nationalism first
find out which dialect I speak could
become too nice or if they speak
Mandarin or any other the second tip is
to have absolute clarity about the
product so Chinese nationals don’t like
any ambiguity they don’t like any
confusion don’t cover anything up for
them give them all the information as
clear as you can as complete as you can
show them that you know very well the
product or the market or that
competitors just make sure that you have
all the information if you’re not going
to give it to them at least make sure
you have the information written down in
case they to ask you because they do
like to be very informed so never cover
anything up never hide anything from
them the third tip is to consider
inviting them to your company they
really like this Chinese nationals will
come to visit you of course it would
have to be all expenses paid you would
have to pay for their trip but if you
can’t afford the isten and you’re able
to invite them because they will like
this they will they will enjoy it they
will most likely accept your invitation
and the fourth tip is to avoid limiting
to only virtual meetings so even though
they’re very common nowadays it seems a
lot easier even young business even
young Chinese business men and women
still prefer to meet face to face so as
much as you can try to meet them in
person so go to their company or invite
them to your company of course if you’re
unable to then you will have to do it
virtually but if you can they prefer
very much to see you in person now we’re
going to go into negotiating with
American nationals now American business
people will want to know all the details
and benefits or your phobia
as well so very similar to the Chinese
they want all the information about the
product the market the competitors they
want to make sure you know everything
that you’re getting into and they want
to know the information because if
you’re going to make business with them
they want to make sure everything is put
on the table so don’t cover anything up
don’t hide anything from them the second
tip is to never be late punctuality is
very important if they say a meeting
starts at one o’clock in the afternoon
if you show up five minutes later it
would have already started and if that
sounds that looks very unprofessional to
any meeting really but specifically with
Americans if you want your negotiation
to start well before even speaking you
want to show up early earlier than the
time that they tell you to the third tip
is to always refer to them by their
preferred title so Americans when they
get a higher degree for example a
doctorate or a PhD they like to put
doctor before their name and they will
like to be called this way so make sure
you find out first the person you’re
going to be speaking with or doing
business with make sure you find out
what their title is because you don’t
want to get it wrong
if you come if you approach someone and
you call them mr. mr. Smith but actually
they are a doctor they will correct you
and they will ask you to please call
them doctor right there in that moment
and that could be a little bit
embarrassing because it shows that you
don’t know this person you don’t even
know what title they have so make sure
you always research what’s the title
because if you don’t they will correct
you and it could be embarrassing and the
fourth one is that Americans like new
opportunities and are not afraid of
change
so if you have a different idea a
different purpose so something that
maybe they have never done before
don’t be afraid to mention it the worst
thing that can happen is that they say
no but they will be open to hearing your
idea they will find it interesting so
don’t be afraid of new opportunities and
talking about change with with an
American national so now we’re going to
go into negotiating with British
nationals
now British nationals
very similar to Americans and I believe
to most people in which control ET is
very important for them so again never
show up late or not even a minute late
to any meetings with British nationals
they are also very common discrete
people so you never want to enter a room
with maybe a loud voice or maybe you’re
overexcited or you start or maybe
laughing so try to be very calm very
discrete like them don’t show on an
extravagant attitude with them
especially at the beginning you don’t
say any jokes or anything like that
maintain your distance don’t give them a
hug maybe a handshake you don’t want to
get too close to them or anything like
that they’re very they like to keep
their space and they’re very common
discreet so don’t don’t try to make a
louder voice or anything like that
the third tip is that they’d like to
exchange information so don’t be
surprised if they ask you about a
delicate topic so this happens to me a
lot in a personal level I’m always asked
about how drugs are in Colombia how
powerless Kovar is in Colombia and at
the beginning I’d found this a bit
offensive because I thought these people
only think about drugs when they think
of Colombia but now I’ve learned that
they’re actually just want to be
informed and what a better way to learn
that from a Colombian national so they
tend to be like that they just ask
things and really they just want to be
informed so in business terms they could
ask you about some financial financial
information about your company or they
could ask you about if your company was
involved in such deals and the thing is
you don’t have to answer their questions
if you find it a bit you know you
shouldn’t be talking about that with
them at this point or maybe that’s
confidential or maybe you just don’t
want to talk about it you can say I’m
not ready to discuss that right now but
the point is to not be offended not be
surprised if they ask you about a
delicate topic about your company
because they just want to be informed
they just want to know everything before
they get into business with you so be
aware of that and the last one is to
never joke about British politics the
monarchy so never make any jokes about
the fact that there is a queen there
Prince Prince says they don’t like they
see that as something they’re proud of
it so they they won’t find it funny if
you make any jokes about that or their
religion or their relationship with
other countries so it’s pretty much
don’t make any jokes about their culture
or themselves okay so we will finish now
with body language but before we will
check now if there are any questions
from this last topic oh so so the person
that asked the question before it can
you sharpen your pencils and I enter
indirect way to ask if price can be
reduced okay so I’m learning something
new so I I believe it if that’s if
that’s what it means then you could you
could use it in that case and again I’ve
not heard the term itself so I cannot
really confirm in this answer but it
sounds like it could be it could be it
could be away there’s many ways there’s
many there’s a lot of slang you can use
in negotiation which is completely
acceptable we just went through a few
ones in this one unfortunately was not
in the list so I’m sorry I’m not really
confident in replying or in answering
your question him but it seems that if
that if that’s what it means and you
could you could ask it in that matter
okay so if there is no questions about
negotiating away from nationals and
we’ll go ahead and finish our webinar
with the body language so body language
to start with you always want to do any
negotiations in person try to avoid
doing them over emails or over telephone
you always want to be there it’s always
going to impact it in a very more
positive way you also want to maintain
angkot eye contact with the person keep
a natural smile this will make you look
more confident and more believable if
you seem too nervous or if you’re sad or
angry or if you were just not smiling at
all or you’re looking at the ground or
you’re you’re talking like this this is
going to make the other person feel that
maybe you’re lying you’re not confident
you know you don’t really know what
you’re saying
and you’re confused because you’re
looking at the floor you’re not
you’re not competent enough to look them
in the eye so try to maintain eye
contact and also use hand gestures when
emphasizing important points so you
don’t want to use hand gestures all the
time because you do play this it could
be a bit a very big it could be very
confusing for the other person they
might lose concentration so don’t use
your hands all the time only to
emphasize important points or maybe to
count or or just important points in
general the next one is to drone cross
your arm so you don’t want to sit like
this like the gentleman in the picture
it’s a it’s telling a message to the
other person that you are overprotective
about what they’re going to say or
you’re close to listening what they’re
saying so don’t cross your arms which
try to keep them by your sides or in the
table or maybe like this just at the
bottom so when you’re sat down try not
to cross them and the last tips is just
shifting your head and neck forward this
will demonstrate that you’re engaged and
that you are trustworthy and to always
have your whole body face the person so
the difference would be eat to lay back
maybe cross your arms and look the other
way this doesn’t look really good it
just hopes that you’re not interested
right maybe if your faith in the other
way but you’re looking at the person it
still shows that you’re not fully
engaged so maybe try to always face make
your whole body face the other person
and shift your head and neck
forward shows that you’re engaged you’re
listening and you’re interested you
might the other person has to say if
you’re if you’re sitting like this it
could seem that you’re bored and you’re
not interested in being there so it
could affect the mood of the negotiation
okay so closing with those two tips we
have now finished this informational
part of our webinar we will now go
through our last section of questions if
anything ask any other question from any
other topic and anything else you would
like to ask
okay so it seems dress code according to
nationalities so I would say always
dress in up in a professional manner so
maybe if you are a man dress in trousers
as a shirt and a suit jacket maybe with
a tie as well to make it look more
professional or or if or if it seems a
little bit more informal just trousers
or pants and shirts very well ironed
shirt if you’re a woman you can wear a
dress but it has to be below your knees
nothing that is too revealing at the top
so maybe with some sleeves or or an or
light jacket if you need to or it for
your one you can also wear pants and a
shirt and a jacket so I think the dress
code it doesn’t really matter which
nationality it is when it is in terms of
the business meeting you always want to
show yourself to be very professional so
you want you don’t want to depending on
put it whichever nationality you always
want to make yourself look very
professional so a basic dress code for
any business meeting you ever attend I
think it will be the same okay so is
there any more questions about any topic
that we just went through okay okay so
if there are no more questions then I’m
going to finish this webinar by mostly
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