LESSON 9: Negotiations

NEGOTIATIONS

AIM OF THE LESSON:
TO LEARN HOW TO OPEN AND
MANAGE NEGOTIATIONS

 

r1

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WARM-UP: Speaking

r2

Describe the picture above and answer the questions:

 

  • Have you ever taken part in negotiations?
  • Do you have to negotatiate in work situations?
  • Do you like it? Why? / Why not?
  • What makes a good negotiator?
  • Is it possible to learn how to negotiate?

Exercise 1: understanding definitions

 

Match the definitions with the words:

WORDS DEFINITIONS
1 NEGOTIATION an argument or disagreement,
especially an official one between, for example, workers and
employers or two countries with a common border
2 DISPUTE the process of discussing
something with someone in order to reach an agreement with them, or
the discussions themselves
3 BARGAIN talk or discuss and agree the
price of something
Click here, to see the key!

WORDS DEFINITIONS
1 NEGOTIATION the process of discussing
something with someone in order to reach an agreement with them, or
the discussions themselves
2 DISPUTE an argument or disagreement,
especially an official one between, for example, workers and
employers or two countries with a common border
3 BARGAIN talk or discuss and agree the
price of something

Exercise 2: vocabulary exercise

Complete the sentences with the words from exercise
1. Put them in a correct grammar form.

 

  1. The airline regularly offers last-minute bookings at prices.
  2. They have been unable to settle/resolve the over working conditions.
  3. The exact details of the agreement are still under .
Click here, to see the key!

  1. The airline regularly offers last-minute bookings at bargain
    prices.
  2. They have been unable to settle/resolve the dispute
    over working conditions.
  3. The exact details of the agreement are still under negotiation.

Exercise 3 ? speaking

Decide which picture is negotiations, a dispute or a
bargain. Describe the pictures using the words from exercise 1.

 

Picture number 1 ?

Picture number 2 ?

Picture number 3 ?

Click here, to see the key!

1 a bargain / 2 a dispute /3 negotiations

NEGOTIATIONS ? USEFUL PHRASES

 

OPENING PHRASES

 

Exercise 4 – order the opening phrases into a proper
column. Put a tick in a proper column.

 

Phrases: WELCOMING AND INTRODUCING
PARTICIPANT
STATING THE AIM OF THE MEETING STARTING THE MEETING
We are here today to …
Good to see you again! Let me
introduce my colleague…
Let’s get started ?
Shall we start …
By the end of this meeting, we
will …
Let’s get down to business ?
It’s a pleasure to welcome you
today!
Our aim today is to …
If we are all here, let’s start
We’ve been called to this meeting
in order to ?
I don’t think you’ve met my
colleague …
Well, we’d better start ?
Click here, to see the key!

Phrases: WELCOMING AND INTRODUCING
PARTICIPANT
STATING THE AIM OF THE MEETING STARTING THE MEETING
We are here today to …
Good to see you again! Let me
introduce my colleague…
Let’s get started ?
Shall we start …
By the end of this meeting, we
will …
Let’s get down to business ?
The purpose of this meeting is ?
It’s a pleasure to welcome you
today!
Our aim today is to …
If we are all here, let’s start
We’ve been called to this meeting
in order to ?
I don’t think you’ve met my
colleague …
Well, we’d better start ?

PHRASES THAT HELP TO MANAGE NEGOTIATIONS

 

Exercise 5 : There can be different ways of managing
negotiations. Probing ? testing your partner’s objectives, positive
and negative position. Order the phrases and put the ticks in the
right column.

Phrases: PROBING POSITIVE POSITION NEGATIVE POSITION
If you ?., we will be able to
reduce the price ?
What did you think regarding ? ?
If you don’t…,we will turn to
another supplier.
If you refuse to ? , we won’t
continue the talks.
As long as ?, we can consider ? .
Supposing that you ?, we are
prepared to ?
What is the situation in your
plant?
On condition that ?, we will
start negotiating ?
Unless you ?, we won’t be able to
?
What sort of ? are you expecting?
Provided you can deliver such an
amount, we might…
What are your plans in terms of
??
If you can’t solve this problem,
we will …
Click here, to see the key!

Phrases: PROBING POSITIVE POSITION NEGATIVE POSITION
If you ?., we will be able to
reduce the price ?
What did you think regarding ? ?
If you don’t…,we will turn to
another supplier.
If you refuse to ? , we won’t
continue the talks.
As long as ?, we can consider ? .
Supposing that you ?, we are
prepared to ?
What is the situation in your
plant?
On condition that ?, we will
start negotiating ?
Unless you ?, we won’t be able to
?
What sort of ? are you expecting?
Provided you can deliver such an
amount, we might…
What are your plans in terms of
??
If you can’t solve this problem,
we will …

Exercise 6: ? build sentences from the words below.

 

1. What / you / in / mind / solutions / did / regarding / have?

 

2. If / our / you / to / meet/ conditions / fail , we / claim /
will / to / compensation / have.

 

3. On / fulfill / condition / you / all / our / that /
expectations, /we / contract / will /prologing consider / the.

 

4. How /quality / essential / to / the / is / the / of /
products /you ?

 

5. Unless / price / you / the / reduce, / we / will / talks /
supplier. / start / the / with / another

 

6. If / don’t / payment / manage / to / sort / you / the
/problems / out, we / will / our / withdraw offer.

 

7. We / changes / might / to / agree / some, / provided /
conditions / accept / you / our.

 

8. If / better / you / are / to / offer / unable / conditions,
/we /forced / are / to the negotiations / stop.

 

Click here, to see the key!

  1. What did you have in mind regarding solutions?
  2. If you fail to meet our conditions, we will have to claim
    compensation.
  3. On condition that you fulfill all our expectations, we will
    consider prologing the contract.
  4. How essential to you is the quality of the products?
  5. Unless you reduce the price, we will start the talks with
    another supplier.
  6. If you don’t manage to sort out the payment problems, we will
    withdraw our offer.
  7. We might agree to some changes, provided you accept our
    conditions.
  8. If you are unable to offer better conditions, we are forced
    to stop the negotiations