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English for Negotiations - Making Deals


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Learn how the strategies and the language to negotiate to make deals. You will learn the vocabulary, phrases and pronunciation used by native English speakers to giving presentations in English.

+ The vocabulary of negotiating
+ Types of negotiating and negotiators
+ Language for preparing, conducting and concluding negotiations
+ Reformulating and bargaining
+ English level: Intermediate

Published in: Education, Technology
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English for Negotiations - Making Deals

  1. 1. WebinarNegotiating in English Session 1 Making Deals
  2. 2. SUMMARYThe vocabulary of negotiatingTypes of negotiating and negotiatorsLanguage for preparing, conducting and concluding negotiationsReformulating and bargaining
  3. 3. Negotiating[I or T] to have formal discussions with someone in order to reach anagreement with themThe government has refused to negotiate with the strikers.Im negotiating for a new contract.Ive managed to negotiate (= get by discussion) a five per cent payincrease with my to be discussed or changed in order to reach an agreementEverything is negotiable at this stage - Im ruling nothing out.the process of discussing something with someone in order to reach anagreement with them, or the discussions themselvesThe agreement was reached after a series of difficult negotiations.The exact details of the agreement are still under negotiation.Negotiation for the pay increase is likely to take several weeks.
  4. 4. Types of Negotiatorsomeone who tries to help two groups who disagree to reach an agreement witheach other, usually as a jobSome very skilful negotiators will be needed to settle this dispute.negotiatenegotiate termsnegotiate fornegotiationunder negotiationnegotiator Reach ana skilful negotiator agreementnegotiating tactics
  5. 5. The Language of NegotiatingNegotiation is the process of coming to terms and getting the bestdeal possible for your company, your department or yourself.Negotiations involve a conflict of interest. Sellers prefer a high priceto a low one and buyers a low one to a high one. What one side gainsthe other side loses and this conflict has to be managed if a friendlyatmosphere is to continue. After all, both sides will probably meetagain and no one likes to feel they have lost. Another importantfeature of negotiations is that they take part in an atmosphere ofuncertainty where neither side really knows what the other wants orwill give. Preparation Bargaining Opening Closing
  6. 6. Types of NegotiationWe negotiate in most areas of life. Here are some examples.Which areas of life do they come from?If you wash the dishes, I’ll clean the bathroom.If you’ve done all of your homework by the end of the week, I’lltake you to see Arsenal.I’ll give you €200 for it, if you throw in the crash helmet.If you increased your order, we’d give you a better price.
  7. 7. Types of NegotiationA business negotiation can be similar to a discussion between friends fixing asocial engagement. Two parties have a shared objective: to work together in away which is mutually beneficial. Proposals and counter-proposals are discusseduntil agreement is reached. Both sides hope for repeat business. This is anagreement-based negotiationa win-win negotiationTwo other types of negotiation are less founded on mutual benefit, but on gainingthe best deal possible for your side. This means that each team thinks only aboutits own interests. In this type, a seller typically seeks to sell a product but is lessconcerned about repeat business.independent advantageA third type is the negotiation to resolve conflict, for example in a contractualdispute. Here, it is possible that each party regards the other as an opponent andseeks to win the argument.a win-lose negotiation
  8. 8. The Negotiating Process 1. Bargaining Preparation Bargaining 2. Preparation 3. Closing Opening Closing 4. Openinga) Setting objectives or specifications and deciding on a negotiating strategy.b) Revealing the initial bargaining position to your opposite numbers.c) Trying to probe the the weaknesses of the other side’s case and convince them that they must change their position and move closer to yours.d) Checking that your position holds good in the light of information received from your opponents and their reactions to your case.e) Judging whether the other other side is determined to stick to their position or will settle for a compromise.f) Making final moves and establishing any trade-offs in order to lead to a settlement.
  9. 9. PreparationIdentify your minimum requirements.Prepare your opening statement.Decide what concessions you could make.Know your own strengths and weaknesses.Know your role as part of a team.Prepare your negotiating position - knowyour aims and objectives. Preparation BargainingPrepare any figures, any calculations andany support materials you may need. Opening Closing
  10. 10. PreparationMatch each of the four aspects of good preparation and reasonswhy they are important.a) Knowing your aims and objectivesb) Knowing your own strengths and weaknessesc) Preparing any figures, calculations and other materialsd) Preparing an opening statementi. means you can support your argument.ii. helps clear thinking and defines purpose.iii. creates reasonable expectations. Preparation Bargainingiv. helps you to know the context Opening Closing
  11. 11. Opening Preparation BargainingSmall talk Opening ClosingHello, José Mendes, Sales Manager for ICIT- and my associate Miguel Sousa.Very pleased to meet you. Im David Moss, and this is my legal adviser SueBeaton.I hope you had a pleasant flight over.Yes, we did thanks.Are you staying for a few days?Unfortunately we need to get back to Lisbon tomorrow.
  12. 12. OpeningPreparation Bargaining Opening ClosingOpening statementMr. Moss, to start off with, I just want to say we believe we can offeryou a very good deal and come up with a win-win result.Getting down to businessWell, wed better get down to business. Mr. North, to start off with, Ijust want to say we believe we can offer you a very good deal andcome up with a win-win result.
  13. 13. BargainingWe can use this form when we think the outcomeof a situation is very likely.If + present simple + will/won’t + infinitiveIf you give us a discount of 5 %, we will place anorder for 2,000 units.When the outcome is less certain or imaginarythe following form is preferedIts also used in negotiations to make the offer orproposal less direct. Preparation BargainingIf + past simple + would/wouldn’t + infinitive Opening ClosingIf you gave us a 10% discount, we would place amuch larger order.What discount would you offer us if we decided togo to another supplier?
  14. 14. BargainingLanguage to use to object to a point or offerI understand where youre coming from; however,…Im prepared to compromise, but...The way I look at it...The way I see things...If you look at it from my point of view...Im afraid I had something different in mind.Thats not exactly how I look at it.From my perspective... Preparation BargainingId have to disagree with you there.Im afraid that doesnt work for me. Opening ClosingIs that your best offer?
  15. 15. Bargaining Tips Preparation Bargaining Opening Closing Use words that will bring both parties together, e.g. we, us, jointly, together etc. Put the negotiation into the context of the market or environment you both work in and summarize how you can reach short-term or long-term objectives Mention some of the variables in the negotiation but keep some of them up your sleeve for later Remind your partner what is important to them and what is important to you
  16. 16. Closing Preparation Bargaining Opening ClosingWell, I guess that about wraps it up.Do you think we could have that in writing by the end of the week?Great. I’ll get my secretary to fix the next meeting for as soon as possible.Can I just go over what we’ve discussed again?Okay. So, the goods will arrive by Friday as we agreed.Have I missed anything out?Were there any final questions before we finish?I look forward to doing business with you again soon.Thank you for coming all this way on such a cold morning.To sum up, the supplies will be at a 2.5% discount as compared to the last order.
  17. 17. ClosingBefore making or accepting aproposal you need to summarizewhere both parties have comefrom.You also need to evaluate thepresent position of both.You will need to persuade your Preparation Bargainingpartner in negotiation that oneway or another it is in their Opening Closinginterest to make a deal with you.
  18. 18. ClosingGreat, we agree on prices, discounts, the items you want to buy, delivery, andmethod of payment. I’ll send you an email confirming what we have agreed,andattach an invoice.Language to Use in Accepting a Proposal Preparation BargainingIt sounds like weve found some common ground. Opening ClosingIm willing to leave things there if you are.Lets leave it this way for now.Im willing to work with that.I think we both agree to these terms.Im satisfied with this decision.I think we should get this in writing.Id like to stop and think about this for a little while.Youve given me a lot to think about/consider.Would you be willing to sign a contract right now?Lets meet again once weve had some time to think.
  19. 19. Closing Preparation Bargaining Opening ClosingFormalize the agreement/negotiationIn most business negotiations it is a good idea to get something down in writing. Evenif a decision has not been made, a letter of intent to continue the negotiations isoften used. This is a way for each party to guarantee that talks will continue. A letterof intent often outlines the major issues that will be discussed in future negotiations.In some cases a confidentiality agreement is also necessary. This is a promise fromboth parties to keep information private between discussions. When an agreementhas been decided, a formal contract can be made. On the other hand, depending onthe level of trust, a simple handshake and verbal agreement may be all that isneeded.However, even if nothing is put formally in writing, it is wise to send an e-mail orletter that verifies the terms and puts the agreement on record, especially when aspecific number is decided on.
  20. 20. Negotiating in EnglishThanks for your participation!
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