Lesson on Negotiations
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Negotiation is an important skill in business used to obtain the best possible deal. There are several techniques that can be used during negotiations including persuasion, force, and logic depending on the situation. It is important to prepare for negotiations by considering goals, alternatives, and bottom lines. During negotiations, one should outline their position, agree or disagree with clarification, and summarize agreements. Common phrases are used for starting negotiations, agreeing, disagreeing, clarifying, and summarizing.
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Lesson on Negotiations
- 1. Negotiations
- 2. What is Negotiation? Negotiation is the art of improving what you can obtain. It is a fundamental skill to have in business today. (Everybody wants to obtain the best deal possible when they negotiate, either for themselves or for their company.)
- 3. Negotiation Techniques Depending on the situation and how the other party responds, you can use the following techniques: persuasion force logic
- 4. Preparing for your Negotiation Be prepared! Think about your goals (as well as those of the opposing party) to make sure you are clear about what you want. What can you trade with the other party? Do you have any alternatives that are acceptable to you? (If you can also work out possible solutions, then it is easier to find an acceptable outcome.) Finally, you should be clear about your "bottom line": the point at which you can offer no more. (In rare cases you may even have to be prepared to walk away from the negotiation if you reach a stalemate: a position from which it is impossible to negotiate any more.)
- 5. Steps to take during a Negotiation Starting and outlining your position Agreeing/Disagreeing/Clarifying Summarizing
- 6. Common Phrases Used … Starting and outlining your position I'd like to begin by saying… I'd like to outline our aims and objectives. There are two main areas that we'd like to concentrate on / discuss. Agreeing We agree. This is a fair suggestion. You have a good point. I can't see any problem with that. Provided / As long as you….. we will…
- 7. Common Phrases Used … Disagreeing I'm afraid that's not acceptable to us. I'm afraid we can't agree with you there. Can I just pick you up on a point you made earlier. I understand where you're coming from / your position, but… We're prepared to compromise, but… If you look at it from our point of view,… As we see it… That's not exactly as we see it. Is that your best offer?
- 8. Common Phrases Used … Clarifying Does anything I have suggested / proposed seem unclear to you? I'd like to clarify our position. What do you mean exactly when you say…. Could you clarify your last point for me? Summarizing Can we summarize what we've agreed so far? Let's look at the points we agree on. So the next step is…
- 9. Negotiation Vocabulary & Activity
- 10. Thank You!