Introduction to Business English
Negotiations (Part 1)
What are Negotiations?
• Negotiations aren’t just in business
• Negotiations are a discussion between two
people to make s...
What is a basic negotiation
Suggestion
Counter Suggestion
Agreement
Confirmation
Negotiations
• Listen…
• What are they negotiating about?
Answer: C, A, B
Negotiation Types
• Win-Win Negotiations
– Making an agreement that both parties like
– The agreements have some compromis...
Negotiation Types
• Positional Negotiations (Win – Lose)
– One person wins, one person loses
– Universally understood
– Ne...
Preparing for negotiations
• Listen…
• What are some items you need?
– Prepare your negotiation position – know your aims
...
What’s wrong here?
Could he had made it more successful?
CHALLENGE!
Group A
You are sales manager for a large automotive components
manufacturer. You are having a meeting with the...
Making a formal opening
• Welcome
• Agenda of the meeting
• Objectives for the meeting
• Expectations from both sides
• Ho...
Opening Statement
• Listen…
• What are the objectives they make in this
audio?
– These are primary talks
– LP Associates w...
Negotiating
• General items
– Check items that the other wants.
– Don’t guess their opinions or motives.
– Note what the o...
People in a Negotiation
Main Speaker
• Create the agenda
• Questions needs and
wants
• Don’t talk too much
• Listen
• Make...
Negotiating
• Decisions making
– Accept, Reject or continue to negotiate
– Accept: Next slide
– Reject: end the meeting
– ...
Accepting and Confirming
• Listen…
Summarizing/Closing
• Like at the end of a meeting summarize
what was accomplished:
– Confirming what things you agreed on...
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Introduction to Business English - Day 12

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Introduction to Business English - Day 12

  1. 1. Introduction to Business English Negotiations (Part 1)
  2. 2. What are Negotiations? • Negotiations aren’t just in business • Negotiations are a discussion between two people to make some agreement for the future. • Negotiations are used for: – Reach an understanding – Resolve issues – Making compromise – Make goals – Discuss issues (exploratory meeting) • Negotiations are used in government, business, legal issues, marriage, between friends Conciliatory meetings
  3. 3. What is a basic negotiation Suggestion Counter Suggestion Agreement Confirmation
  4. 4. Negotiations • Listen… • What are they negotiating about? Answer: C, A, B
  5. 5. Negotiation Types • Win-Win Negotiations – Making an agreement that both parties like – The agreements have some compromises at times – Tries to gain value for both parties • Distributive Negotiations (Independent advantage) – One party gets more than the other – All about what position you are
  6. 6. Negotiation Types • Positional Negotiations (Win – Lose) – One person wins, one person loses – Universally understood – Negatively rewards stubbornness and deception
  7. 7. Preparing for negotiations • Listen… • What are some items you need? – Prepare your negotiation position – know your aims and objectives. – Identify your minimum requirements. – Decide what concessions you could make. – Know your strengths and weaknesses. – Prepare any figures, any calculations and support material – Know your role as a part of the team. – Prepare your opening statement.
  8. 8. What’s wrong here? Could he had made it more successful?
  9. 9. CHALLENGE! Group A You are sales manager for a large automotive components manufacturer. You are having a meeting with the leader of the sales representatives about a new contract. Sales have not increased in the past year so you don’t want to increase the rep’s pay or commissions Group B You are the leader of the sales reps. Your pay hasn’t increased for three years. You have a meeting with the sales manager to renegotiate your contracts.
  10. 10. Making a formal opening • Welcome • Agenda of the meeting • Objectives for the meeting • Expectations from both sides • Hope to accomplish on their side – Simple and general ideas • Thanks for the opportunity
  11. 11. Opening Statement • Listen… • What are the objectives they make in this audio? – These are primary talks – LP Associates would like to consider joint product development. – They would also consider license agreements. – They want to consider working on a consultancy basis.
  12. 12. Negotiating • General items – Check items that the other wants. – Don’t guess their opinions or motives. – Note what the others say. Don’t always answer immediately – Don’t get forced into considering only one option. – Understand why they are giving you the options.
  13. 13. People in a Negotiation Main Speaker • Create the agenda • Questions needs and wants • Don’t talk too much • Listen • Make common ground • Be Clear, Brief, Firm • Follow the rules Support Speakers • Don’t speak until the chair introduces you • Be Clear, Brief, Firm • Follow the rules • Help the main speaker – Agree – Emphasize points – Add missing points – Allow Main speaker to make the decisions
  14. 14. Negotiating • Decisions making – Accept, Reject or continue to negotiate – Accept: Next slide – Reject: end the meeting – Negotiating: • Make a new offer • Seek a new offer from another party • Change parts of the deal Always be positive, constructive, cooperative and fair.
  15. 15. Accepting and Confirming • Listen…
  16. 16. Summarizing/Closing • Like at the end of a meeting summarize what was accomplished: – Confirming what things you agreed on. – Determine what things you didn’t agree on and may need to talk about later. – When the next meeting will be or when the contracts will be prepared. • Close the meeting like all other meetings
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