NEGOTIATIONS
AIM OF THE LESSON:
TO LEARN HOW TO OPEN AND
MANAGE NEGOTIATIONS
WARM-UP: Speaking
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 |
|
[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 |
[/key]
Exercise 2: vocabulary exercise
Complete the sentences with the words from exercise
1. Put them in a correct grammar form.
- The airline regularly offers last-minute bookings at prices.
- They have been unable to settle/resolve the over working conditions.
- The exact details of the agreement are still under .
[key]
- The airline regularly offers last-minute bookings at bargain
prices. - They have been unable to settle/resolve the dispute
over working conditions. - The exact details of the agreement are still under negotiation.
[/key]
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 ?
[key]
1 a bargain / 2 a dispute /3 negotiations
[/key]
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 ? |
[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 ? |
[/key]
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 … |
[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 … |
[/key]
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.
[key]
- What did you have in mind regarding solutions?
- If you fail to meet our conditions, we will have to claim
compensation. - On condition that you fulfill all our expectations, we will
consider prologing the contract. - How essential to you is the quality of the products?
- Unless you reduce the price, we will start the talks with
another supplier. - If you don’t manage to sort out the payment problems, we will
withdraw our offer. - We might agree to some changes, provided you accept our
conditions. - If you are unable to offer better conditions, we are forced
to stop the negotiations
[/key]