Presentation1 final

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Presentation1 final

  1. 1. Negotiation Bargaining More than one person Making concession Solving Problem Closing the deal Agreement & Disagreement Can you guest the topic ????????????
  2. 2. TOPIC  Cultural context: › A Vietnamese person coming to the U.S to negotiate for a business contract  Participants: › American people and Vietnamese people  Objectives: › Give Vietnamese people some verbal language suggestions to negotiate successfully
  3. 3. I. Warm up II. Main content: Verbal communication in the negotiation process 1. Opening the negotiation 2. Face-to-face negotiation 3. Post negotiation III. Follow-up activities
  4. 4. 1. Definition of negotiation: Negotiation is the formal discussion between people who are trying to reach agreement. 2. Negotiation of business: Business negotiation is the process by which typically two or more parties come together to try to create a mutually agreeable contractual decision. 3. Feature of negotiation:  2 parties .  predetermined goals..  outcome  the outcome of the negotiation may be satisfactory
  5. 5.  Like to express a certain amount of informality as soon as possible  Quickly move to first names  Quickly begin to use informal language › On behalf of ... I would like to › Welcome you to ... › It's my pleasure to welcome you to ...  Maintain formality  Often use Title (ông, bà, anh, ch ,ị …) + First name  Use formal language
  6. 6. Negotiation Bargaining More than one person Making concession Solving Problem Closing the deal Agreement & Disagreement
  7. 7. Problem?Problem? V : Hello, H. Nguyen, Sales Manager for National Sugar - and my associate T. Bui. A : Very pleased to meet you. I'm David Keln, and this is my legal adviser Sue Panay. T.Bui : I hope you had a pleasant flight over. SUE: Yes, we did thanks. V: Well, let’s start the negotiation now. Mr Keln, I just want to say we believe we can offer you a very good deal and come up with a win-win result.
  8. 8. Problem?Problem? V : Hello, H. Nguyen, Sales Manager for National Sugar - and my associate T. Bui. A : Very pleased to meet you. I'm David Keln, and this is my legal adviser Sue Panay. T.Bui : I hope you had a pleasant flight over. SUE: Yes, we did thanks. V: Well, let’s start the negotiation now. Mr Keln, I just want to say we believe we can offer you a very good deal and come up with a win-win result. we 'd be tte r g e t do wn to busine ss to start o ff with • Shall we get down to business? • Well, how about we get down to business?
  9. 9. Bargaining & making concession Problem?Problem? V: What’s the cost per item? A: The unit price is $600 V: It is high. A: What sort of price were you looking for? V: It is around $500. A: I think you will find our prices are standard for this market. Tentative, diplomatic & concession language That seems rather high We were expecting something around $500. Using negative questions •That’s quite low, isn’t it? •Isn’t that a little low?
  10. 10. Bargaining ▪ May we offer an alternative? ▪ We'd like to make an alternative proposal. ▪ From where we stand, a better solution might be ... ▪ We'd be prepared to .... However, there would be one condition. ▪ We would be willing to ..., provided, of course, that ...
  11. 11. Making concession  We normally only offer these conditions to regular customers, but we can do this for you  That’s a little short for us, but we could deliver locally in two weeks
  12. 12. Negotiation Bargaining More than one person Making concession Solving Problem Closing the deal Agreement & Disagreement
  13. 13. Vietnam  Vietnam is a civilized country that is serious about the etiquette  There were many modest and self-abasement words admired in spoken language since ancient time.  In the business, conversation is to use appellation to show respect to another in Vietnam United States  American people always advocate equality and they are more straight forward.  According to praise, the American accept the praise immediately and show their thanks to them.  In the work place, it is common that younger generation call the elder or even their boss’s name.
  14. 14. American  Emphasize direct and simple methods of communication  Saying “yes” or “no” directly  I can't see any problem with that  I'm afraid that's not acceptable to us./ I'm afraid we can't agree with you there. Vietnamese  Rely heavily on indirect and complex methods.  Avoid saying “no” directly.  “Yes” does not mean an agreement. Sometimes "yes" only means "maybe".  "Yes, I'll consider it" can mean "impossible" in Vietnamese culture
  15. 15. Agreeing  I generally agree  I agree.  I fully/ completely agree (strong)  I agree with you on that point.  That's a fair suggestion.  So what you're saying is that you...  In other words, you feel that...
  16. 16. Disagreeing  I’m afraid that I cannot agree because ... (polite disagreement with an explaination of why)  I can not compeletely agree. My problem is … (partial disagreement followed by a statement of where and why the speakers disagree)  I’m afraid I see some negative consequences of X’s opinion which are … (disagreeing and making a case for one’s opinion)  I am afraid that those conditions are unacceptable because …
  17. 17. Explicit and implicit expression American  Prefer an explicit → clearer and stronger words E.g.  Do your company agree about the product of ours?  Don’t ask me for the design, I’m asking for the price  On the condition (very strong) that you Vietnamese  Prefer an implicit → use ambiguous word and litotes E.g.  Tôi thấy thế này vẫn chưa ổn lắm  Chúng tôi sẽ xem xét sau
  18. 18. Compare the following  Do it & We would appreciate your doing it  We want the meeting on … & Could we meet on …? Using these expressions creates a much more polite tone and a sense of respect Could, would, please, and appreciate
  19. 19. Ways of showing respect:  Use “would like” rather than “want” when negotiating the first time. E.g.  I would like to hear you talk about that first point again.
  20. 20. Useful structures • We would like to settle this issue in a muatually satisfactory way.(Showing willingness to coorperate) • Could I ask a few questions to see whether I have understood your position? (clarifying) • Could you explain that point again? (clarifying)  Then as I understand it, your offer is …  I am not sure that I completely understand your offer. Could we go through it again?
  21. 21. Checking:  Let's just confirm the details, then.   Let's make sure we agree on these figures  (dates / etc.).  Can we check these points one last time? Accepting:  We are happy to accept this agreement.  This agreement is acceptable to us.  I believe we have an agreement. 
  22. 22.  We would have to study this. Can we get back to you on this later?  We'll have to consult with our colleagues back in the office. We'd like to get back to you on it. 
  23. 23. Which of the following words indicate rejection is coming? Mark them with R (rejection) or A (agreement). 1. Unfortunately 2. Sadly,… 3. We regret that … 4. I’m pleased to say … 5. Fortunately, … 6. I’m afraid … 7. It’s a pity, but … 8. We don’t think … 9. We cannot possibly… 10. I’m sorry, but … 11. it’s possible that … 12. Happily
  24. 24. References 1. Simon Sweeney, English for Business Communication, Cambridge university Press. 2. http://www.business-english.eu/business-english/negotiating-engli 3. http://www.amazon.com/s?ie =UTF8&keywords=Business%20negotiation&rh=n%3A283155%

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