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Corporate Communication, Part Nine
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Corporate Communication, Part Nine

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These slides accompany a course presented by MBA English Online

These slides accompany a course presented by MBA English Online

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  • An interest is not a goal, or target. However, it is something that you want to protect. You want to avoid any agreement that puts your interests at risk.\n
  • An interest is not a goal, or target. However, it is something that you want to protect. You want to avoid any agreement that puts your interests at risk.\n
  • Quite simply, these are obstacles, or hurdles that could prevent you achieving what you want.\n
  • Quite simply, these are obstacles, or hurdles that could prevent you achieving what you want.\n
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  • The position, is how you want to achieve what you want. \nBe careful, too many people confuse their position with their interests, they need to be separated. \n
  • The position, is how you want to achieve what you want. \nBe careful, too many people confuse their position with their interests, they need to be separated. \n
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Transcript

  • 1. MBA English Online Business Communication Skills Course Part Nine
  • 2. Objective:Negotiating, Part One
  • 3. ActivityLook at the cards you have beengiven, follow the
  • 4. What have we covered so far?
  • 5. What have we covered so far? Building rapport
  • 6. What have we covered so far? Building rapport Interruption Techniques
  • 7. What have we covered so far? Building rapport Interruption Techniques Persuasion
  • 8. What have we covered so far? Building rapport Interruption Techniques Persuasion Cultural Values
  • 9. What have we covered so far? Building rapport Interruption Techniques Persuasion Cultural Values Body Language
  • 10. An Overview of the Process
  • 11. An Overview of the Process How soon do you require
  • 12. An Overview of the Process How It’s important we take soon do you delivery by the 1st require March.
  • 13. An Overview of the Process We’d set the price at $80 per How It’s important we take soon do you delivery by the 1st require March.
  • 14. An Overview of the Process That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March.
  • 15. An Overview of the Process If you can guarantee a long term commitment we could reduce the price. That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March.
  • 16. An Overview of the Process If you can guarantee a long term I commitment we could reduce think that’s the price. That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March.
  • 17. An Overview of the Process I think we’re almost done. Can you deliver by the end of If you can guarantee a long term I commitment we could reduce think that’s the price. That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March.
  • 18. An Overview of the Process I think we’re almost done. Can you deliver I don’t see that by the end of being a problem. If you can guarantee a long term I commitment we could reduce think that’s the price. That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March.
  • 19. An Overview of the Process I think we’re almost done. Can you deliver I don’t see that by the end of being a problem. If you can guarantee a long term I commitment we could reduce think that’s the price. That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March. Howwas the journey
  • 20. An Overview of the Process I think we’re almost done. Can you deliver I don’t see that by the end of being a problem. If you can guarantee a long term I commitment we could reduce think that’s the price. That’s We’d rather more than set the price at $80 per we anticipated. How It’s important we take soon do you delivery by the 1st require March. How Verywas the journey pleasant, thank you.
  • 21. Preparation What are the issues involved?What are your interests?What are the other party’s interests?What are your objectives?
  • 22. Examples of InterestTrying to sell aproduct orservice to acustomer orclient.Trying tonegotiate a payrise with yourboss.
  • 23. Examples of Interest You:Trying to sell a •Increasing your company’s bottom line.product or •Getting a good price for the offering.service to a •Building a longterm relationship with this client. Customer:customer or •Getting value for your money.client. •Ensuring the quality of the products you buy. •Building a longterm relationship with a new supplierTrying tonegotiate a payrise with yourboss.
  • 24. Examples of Interest You:Trying to sell a •Increasing your company’s bottom line.product or •Getting a good price for the offering.service to a •Building a longterm relationship with this client. Customer:customer or •Getting value for your money.client. •Ensuring the quality of the products you buy. •Building a longterm relationship with a new supplier You:Trying to •Good pay and conditionsnegotiate a pay •Security of employment Your Boss:rise with your •Keeping/increasing motivation and happiness among the staff.boss. •Wellbeing and security for staff.
  • 25. Examples of Issues/Problems Trying to sell to a customer or client. Trying to negotiate a pay rise with your boss.
  • 26. Examples of Issues/Problems You : Trying to sell to •Must make a profit for your company, and a commission for you. •May want to boost your prestige within your company. a The customer: customer or •Might not want to buy it. client. •May not be ready to buy it. •Might not be the decision maker. •May want it, but not at the asking price. Trying to negotiate a pay rise with your boss.
  • 27. Examples of Issues/Problems You : Trying to sell to •Must make a profit for your company, and a commission for you. •May want to boost your prestige within your company. a The customer: customer or •Might not want to buy it. client. •May not be ready to buy it. •Might not be the decision maker. •May want it, but not at the asking price. You: Trying to •Want better pay and working conditions. negotiate a pay •Want more time with your family. rise with your Your Boss: boss. •The company doesn’t have enough money in the pay roll budget. •The company must reach its financial targets.
  • 28. PositionTrying to sell aproduct orservice to acustomer orclient.Trying tonegotiate a payrise with yourboss.
  • 29. PositionHow are you going to get what you want? Trying to sell a product or service to a customer or client. Trying to negotiate a pay rise with your boss.
  • 30. PositionHow are you going to get what you want? Trying to sell a You: product or Accept no less than 80% the original asking price. service to a Customer: customer or Pay no more than XXXX dollars. client. Trying to negotiate a pay rise with your boss.
  • 31. PositionHow are you going to get what you want? Trying to sell a You: product or Accept no less than 80% the original asking price. service to a Customer: customer or Pay no more than XXXX dollars. client. You: Trying to •Will not accept a pay raise of anything lower than 3% negotiate a pay •Insist on reduced working hours to 40 hours per week. rise with your Boss: boss. •Will not offer more than 2% pay raise. •Keep the working hours the same.
  • 32. TIP
  • 33. TIP Concentrate only oninterests, not position.
  • 34. TIP Concentrate only oninterests, not position. Negotiating from a positional point of view only serves to highlight areas of conflict, rather than common ground.
  • 35. Establish Rapport •Welcome and Greeting •Introductions •Small Talk to build rapport
  • 36. Establish Rapport Create a friendly and positiveatmosphere before commencing the meeting. •Welcome and Greeting •Introductions •Small Talk to build rapport
  • 37. Welcome/Introductions
  • 38. Welcome/Introductions Welcome to ~, thank you for coming.
  • 39. Welcome/Introductions Welcome to ~, thank you for coming.
  • 40. Welcome/Introductions Welcome to ~, thank you for coming.
  • 41. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here.
  • 42. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for coming all the way from ~ to discuss this matter.
  • 43. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for coming all the way from ~ to discuss this matter.
  • 44. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for coming all the way from ~ to discuss this matter.
  • 45. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for Thank you very much,it’s no coming all the way from ~ to problem at all,we are glad discuss we could make it. this matter.
  • 46. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for Thank you very much,it’s no coming all the way from ~ to problem at all,we are glad discuss we could make it. this matter.
  • 47. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for Thank you very much,it’s no coming all the way from ~ to problem at all,we are glad discuss we could make it. this matter.
  • 48. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for Thank you very much,it’s no coming all the way from ~ to problem at all,we are glad discuss we could make it. this matter. Let me introduce ~, he is the [job title] at ABC company
  • 49. Welcome/Introductions Welcome to ~, Thank you, thank you for it’s a pleasure coming. to be here. Let me begin by welcoming you all to ~, thank you for Thank you very much,it’s no coming all the way from ~ to problem at all,we are glad discuss we could make it. this matter. Let me introduce ~, Pleasure to meet you, my he is the [job title] at name is ~ and this is ~, the ABC company [job title] at XYZ company.
  • 50. Small Talk
  • 51. Small TalkMini conversation; remember the formula?
  • 52. Topics for Small Talk∗ The weather∗ The journey to the meeting∗ Mutual Acquaintances∗ The town or city where you are staying∗ The hotel, if it in a different country.∗ Local food
  • 53. What’s the purpose?Find items of personalvalue that you and the other party, or party members, have in common.
  • 54. Small TalkLet’s
  • 55. Final Thought In any negotiation, even with theterrorists, it is vital to separate the people from the problem” Roger Fisher, conflict negotiator and peacemaker, died last month aged 90
  • 56. The EndThank You.Have a Great Week!