Transcript International Trade Theory

Business communication
Chapter 6
Business
negotiation
Contents
Business Conversation
Listening
Business communication. Swust. Shirley Miao
Business Conversation
A conversation is communication
between two or more people.
Business conversation skills are
extremely important. A study showed
that CEOs that had good ability at small
talk and were able to carry on a
conversation were higher paid and
more successful.
How to have a great conversation?
Business communication. Swust. Shirley Miao
Step 1
Get to know your business conversation
partner .
If it's someone who you work with,look
at their department website and see if
they have any projects in the works.
Learn more about your colleague by
asking him how he is, where he comes
from or some other questions.
Business communication. Swust. Shirley Miao
The information you get can be good
for starting conversations:
"I was looking at the biochemistry department
website and saw that you're working on a
pretty interesting thesis! How'd you come to
choose that topic?"
"I saw on the office memo that you're working
on the outreach project for local schools.
How's that going?"
Business communication. Swust. Shirley Miao
Step 2
Locate some common ground.
Find out what similarities the two of
you have, and then slowly move toward
a more business oriented conversation,
where you can talk about what your
companies or departments have in
common as well.
Business communication. Swust. Shirley Miao
Step 3
Listen carefully
Listen attentively(专心的） to what your
partner says and respond with some
quick comments throughout the
business conversation .
Attentive listening means thinking and
acting in ways that connect you with
the speaker.
Business communication. Swust. Shirley Miao
Your skill as a listener can make or
break your success in leadership,
teams, customer relationships, and
negotiation.
SO，BE A GOOD LISTENER！
Business communication. Swust. Shirley Miao
Listening skill:
 Wait until they finish making their
points before you speak.
Don't interrupt, and don't jump in
with your own suggestions before
they explain what they have already
done, plan to do, or have thought
about doing.
Business communication. Swust. Shirley Miao
DO NOT:
- making critical or judgmental faces
or sounds;
- trying to "fix" their problem with a
quick suggestion;
- trying to cheer them up or tell them
things aren't so bad;
- criticizing them for getting into their
situation;
- telling them what you would do or
have done in the past.
Business communication. Swust. Shirley Miao
 Make some response by using connecting
words or repeating. use words that show you
are connecting with what they are saying,
such as "uh huh", "OK", "yeah", "I get it", etc.
 Use positive body language. such as making
frequent eye contact and facing them
squarely. Avoid negative body language like
frowning and looking away.
 Not noly get the information,but also the
sensation(感情）
Business communication. Swust. Shirley Miao
Game time!
Let’s make a story…..
Business communication. Swust. Shirley Miao
Step 4
Compliment(称赞） your conversation
partner throughout the exchange.
And then , Make your own points in
the business conversation in a firm
but concise way.
Business communication. Swust. Shirley Miao
Speaking skill:
Planning what to say when you speak
Make sure to say the right things at
the right place
Use body language
Business communication. Swust. Shirley Miao
DO NOT talk about:
Personal finance topics
Personal health topics
Secret of the company
Divisive（分裂的） topics
Gossip （八卦）
Politics
Religion
Business communication. Swust. Shirley Miao
Step 5
Close your business conversation with
a firm handshake and a smile.Leave
your partner with a positive and
professional impression.
Business communication. Swust. Shirley Miao
Reference
http://www.businesslistening.com
http://www.eslgold.com (英文沟通综合
练习）
Communicating effectively for
Dummies. Marty Brounstein 机械工业出
版社
破译身体语言 宿春礼(著) 华文出版社
Business communication. Swust. Shirley Miao