The document provides information on business English and negotiations, including examples of proper negotiation techniques and behaviors. It discusses identifying the aims of negotiation, listening skills, building rapport, making statements, handling disagreements, and resolving conflicts. Multiple choice questions are presented about negotiation strategies, and feedback is provided on the reader's approach based on their selected answers. Guidelines are offered for conducting, continuing, and ending negotiations successfully.

1. Introduction to Business English

2.  A manager noticed a worker wearing a polo shirt
that had the logo and name of a supplier on it.
Later that week the worker called in sick for
three days. The manager found out from other
workers that the first worker wearing the polo
shirt was actually working at the supplier
company doing for them the same job he was
doing at the manager company. When
confronted the employee, he said he was indeed
working at the suppliers company also, but saw
no fault with doing that.

3.  Please take out a piece of paper and write
down the answer for each of the following
questions
 Question 1: Your aim in a negotiation is….
 A. Find the greatest area of agreement in the joint
interest of both parties.
 B. To win and to make the other side lose
 C. To find the best deal on your side.

4.  Question 2: When the other side is talking, you..
 A. use the information you are hearing to indentify
weaknesses in the other party.
 B. plan what you are going to say next.
 C. listen with maximum attention
 Question 3: You think that…
 A. Part of the available time must be spent socializing
and getting to know the other side.
 B. Goodwill is important but the speed of the meeting
should be quick and businesslike.
 C. The meeting should get down to business as soon
as possible and reach quick decisions.

5.  Question 4: When you speak in a negotiation,
you…
 A. Make a bold and forceful statements, possibly
banging on the table.
 B. Make carefully considered statements in a calm,
controlled voice.
 C. Are occasionally forceful and inflexible.
 Question 5: If the other side disagrees with you,
you ….
 A. try hard to find a creative position by modifying your
position.
 B. repeat your demands and will not concede – your
objective is to make the other side give in.
 C. reshape your offer without fundamental changes.

6.  Question 6: If the other side states an opinion
you disagree with, you…
 A. tentatively suggest an alternative.
 B. ask for clarification and explanation.
 C. ridicule it with sarcasm.
Now for the answers…

7.  Question 1
 A = 3
 B = 2
 C = 1
 Question 2
 A. = 1
 B = 2
 C = 3
 Question 3
 A = 3
 B = 2
 C = 1
 Question 4
 A = 1
 B = 3
 C = 2
 Question 5
 A = 3
 B = 1
 C = 2
 Question 6
 A = 3
 B = 2
 C = 1

8.  If you have a 15 or more
 You are a creative negotiator
 If you have 11 – 14
 You negotiate with independent advantage
 If you have 7 – 10
 You fight for the win
 If you are less than 7
 You are a Sister Feng

9.  Hard
 Negotiate to win
 makes demands
 Principled
 Looks for common benefits
 Makes offers
 Soft
 Looks for agreements
 Accepts what’s being offered

10.  Conflict may sometimes be an unavoidable
step towards the road towards agreement.
 However, in some case conflict can lead to
breakdowns in negotiations if both parties
can not make an agreement.
 In many cases this better than agreeing to
something that against the other parties
interest.

11.  Leave the problem (come back to it later)
 Summarize progress and areas of agreement
 Emphasize the benefits available to both
sides
 Emphasize the loss to both sides of not
reaching an agreement
 Restate the issue and wait for a response
 Change the package

12.  Invent new options for mutual gain
 Offer conditional concession
 Adjourn to think and reflect
 Set up an off-the-record meeting
 Change location
 Change negotiator
 Bring in a third party
 Consider walking away

13.  Listen…
 What strategy is being used?
 Talk about it later
 Negative effects
 Offer concessions
 Take a break
 Summarize the agreement

14. DO..
 Ask questions
 Listen
 Summarize
 Build on common
ground
 Explain your feelings
 Empathy
DON’T…
 Be sarcastic
 Attack
 Criticize
 Threaten
 Blame
 Demean

15.  Situation 1
 The problem is that we have never offered this
warranty before.
 Situation 2
 There is a number of issues on the table. We seem to be
a long way from an agreement
 Situation 3
 The price you are asking for is rather high, quite a lot
higher than we were expecting
 Situation 4
 There are several problems. We think there is quite a
lot of negotiations ahead before we can agree on a
common strategy.
Listen…

16.  Take it with a grain of salt.
 Find where you did wrong
 Understand what parts need to be changed
and things that should stay
 Make sure you understand fully why they
rejected the offer.
 Don’t give up.

17.  Group Image is a commercial photographic
company planning to buy new equipment.
They have been negotiating with Photolab
Inc for the equipment.
 Listen…
 Was the response appropriate?

18.  Recognize what happened
 Praise people
 Praise the teamwork
 Praise Partnership
 Pat on the back for yourself.

19.  When ending a negotiation, you need to:
 Make sure of the agreements made
 What the next step will be
 Any issues we have that will need to be addressed
in a future meeting
 Time for future meeting or any future work that
needs to be done.

20.  Listen …
 What decision did they make
 What are the next step?
 No agreement, meet again later
 Agreement, send a letter
 Agreement, send detail specifications
 No agreement, no extra steps
 No agreement, Talk in the next few days.