LESSON 10: Negotiations

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BUSINESS SKILLS

NEGOTIATIONS

AIM OF THE LESSON:
TO LEARN HOW TO CLOSE NEGOTIATIONS

 

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Reading

 

Read the text about tips on how to close a deal and complete the gaps using the words from the box.

 

counterpart inappropriate direction multifaceted commonality

 

„Negotiating can be a tricky skill, one that most men love, and most women hate.”

Closing the Deal:

  • Before the strategic interaction occurs, establish a specific and measurable goal that gives to your activities.
  • Being flexible on style enables you to grudgingly yield on some items to gain substance concessions in return.
  • Open all discussions with and a demeanor that communicates consideration and warmth.
  • Save the most knotty or zero-sum issue for last.
  • Since human beings are complex and , probe below the surface so you can broaden the discussion. This enables you to make trade-offs and exchanges to facilitate agreement.
  • Concessions are not appreciated unless effort is expended to obtain them.
  • If you say or do something , immediately offer an unqualified and unconditional apology.
  • Keep in mind, there are four major criteria that will finally induce your to say yes:
    1. Sufficient investment.
    2. Having a basis for comparison.
    3. A concession rate that signals the approach of your bottom line.
    4. The feeling that they were involved in producing this outcome.

Source: http://www.drphil.com/articles/article/129

Click here, to see the key!

  • Before the strategic interaction occurs, establish a specific and measurable goal that gives direction to your activities.
  • Being flexible on style enables you to grudgingly yield on some items to gain substance concessions in return.
  • Open all discussions with commonality and a demeanor that communicates consideration and warmth.
  • Save the most knotty or zero-sum issue for last.
  • Since human beings are complex and multifaceted, probe below the surface so you can broaden the discussion. This enables you to make trade-offs and exchanges to facilitate agreement.
  • Concessions are not appreciated unless effort is expended to obtain them.
  • If you say or do something inappropriate, immediately offer an unqualified and unconditional apology.
  • Keep in mind, there are four major criteria that will finally induce your counterpart to say yes:
  • Sufficient investment.
  • Having a basis for comparison.
  • A concession rate that signals the approach of your bottom line.
  • The feeling that they were involved in producing this outcome.

 

Exercise 2: vocabulary exercise

 

Look at the highlighted words and match them with their definitions:

WORDS DEFINITIONS
1 grudgingly to make possible or easier
2 demeanor complicated or difficult to solve
3 knotty unwillingly
4 facilitate a way of looking and behaving
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WORDS DEFINITIONS
1 grudgingly 4 to make possible or easier
2 demeanor 3 complicated or difficult to solve
3 knotty 1 unwillingly
4 facilitate 2 a way of looking and behaving

Exercise 3: vocabulary exercise

Complete the sentences below with the words from the previous exercise.

  1. She admitted that she had been wrong to criticize him.
  2. The current structure does not efficient work flow.
  3. There was nothing in his that suggested he was anxious.
  4. That’s rather a question.

 

 

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  1. She grudgingly admitted that she had been wrong to criticize him.
  2. The current structure does not facilitate efficient work flow.
  3. There was nothing in his demeanour that suggested he was anxious.
  4. That’s rather a knotty question.

CLOSING NEGOTIATIONS ? USEFUL PHRASES

 

Phrases: showing a WILLINGNESS to negotiate showing UNWILLINGNESS to negotiate AGREEING ON SOLUTION
I have to say no to ?
That just won?t work.
Are we all agreed?
That?s not out of question.
I?ll go along with ?
I have to stay firm on this.
I?d be willing to ?
I?m afraid it?s just not possible.
Let?s try to find a way round this.
That sounds feasible.
We can?t possible ?
So, we?ve agreed that ?
I refuse to budge on this.
Click here, to see the key!

Phrases: showing a WILLINGNESS to negotiate showing UNWILLINGNESS to negotiate AGREEING ON SOLUTION
I have to say no to ?
That just won?t work.
Are we all agreed?
That?s not out of question.
I?ll go along with ?
I have to stay firm on this.
I?d be willing to ?
I?m afraid it?s just not possible.
Let?s try to find a way round this.
That sounds feasible.
We can?t possible ?
So, we?ve agreed that ?
I refuse to budge on this.

 

Exercise 5 ? speaking.

React to the situations below using the phrases from the previous exercise.

Situation 1 ? you aren?t going to accept the final conditions.

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Suggested answer: I refuse to budge on this.

 

Situation 2 ? you would like to check whether both sides of negotiations give their consent.

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Suggested answer: Are we all agreed?

 

Situation 3 – you are sure the solution is not possible.

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Suggested answer: That?s just won?t work.

 

Situation 4 ? you think the solution is possible.

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Suggested answer: That sounds feasible.

Situation 5 – you are happy to accept this solution.

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Suggested answer: I?d be willing to accept ? .

Situation 6 ? you must disagree.

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Suggested answer: I have to say no to ?

 

Exercise 6: ? PHRASES FOR CHECKING THE DEAL.

 

Build sentences from the words below.

 

1. I / covers / we / discussed. / think / everything / that

 

2. Points / me / just / over / the / main / run / of / our agreement. / Let

 

3. We / settle / have / of employee turnover / to / a question / still

 

4. As far as / of / the / to change / structure / is, / we decided / it / the issue / concerned

 

5. There / too high / still / the outstanding issue / of redundancy rate / is

 

6. Since / to check / to / the documentation / proposal / we have the/ we?ve agreed

 

Click here, to see the key!

1. I think that covers everything we discussed.

2. Let me just run over the main points of our agreement.

3. We still have a question of employee turnover to settle.

4. As far as the issue of the structure is concerned, we decided to change it.

5. There is still the outstanding issue of too high redundancy rate.

6. Since we?ve agreed to the proposal, we have to check the documentation.