Negotating20
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20 Negotiating
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a 1 create rapport 2 agree on a procedure 3 set out proposals 4 listen and take notes 5 have lunch 6 make counter-proposals 7 bargain 8 agree terms 9 close 10 celebrate
b opening position, target position, walk-away position, fall-back position, best alternative to a negotiated agreement
c Most people have an ‘I win - you lose’ mentality.
d Don’t get personal. Don’t agree to anything until you’ve discussed everything. Don’t make any concessions without asking for something in return. Ask a lot of questions. Don’t give in to pressure.
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Directness
a Unfortunately, that would not be possible.
b We would find it quite difficult to go higher than 7%.
c I’m afraid we’re not in a position to accept less than $5 a unit at this stage.
d You may have to pay slightly more if you want that.
e We would need some kind of commitment from you now.
f Shouldn’t we spend a little more time looking for a compromise here?
g Wouldn’t it be better to agree on a price before we go any further?
h We were hoping you’d be able to pay a deposit today.
i It might not be very easy to get my boss to agree to this.
j I think that’s about as far as we can go at the moment.
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They use less direct language
Page 120
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The Language of Negotiations
Client counter-offer: 7 million euros
Project to be completed within 18 months
Plant to be operational by next September
Our revised bid:
2 million euros in advance
2 million euros mid-contract
3.2 million euros on completion
Total: 7.2 million euros
Schedule overrun penalty: 25,000 euros per week
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no. seminars: 8 over 6-month period
no. trainers 3
materials to be approved
max. no. participants per seminar: 16
Full fee: £24,000
Discount: 15% = £3,600
Final fee: 20,400
25% non-refundable deposit = £5,100
page 120
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Yes, it is a win–win negotiation. Both sides make concessions but both gain something in return and they end up happy.
page 120
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a position b suggestion c alternative d clear e compromise f problem g offer h stage i acceptable j correctly k condition l about m for n at o price p more q option r agreement s drink
page 121
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The Transfer
a current market value b corporate image c money-making industry d stock market flotation e media coverage f merchandising outlets g bluechip company h sponsorship deal i strong brand
page 121
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1 Lost tribe
2 Multinational corporation
3 Money-making industry
4 Sponsorship deals
page 122-123
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Language Links
Vocabulary: Negotiations
Conducting negotiations
a a deadlock
b a breakthrough
c time out
d terms
e pressure
f options
Sales negotiations
1 a buyer b seller c buyer d seller e buyer f seller g seller h buyer i either j either k either l seller m seller n buyer o buyer p either q either
2 a order b immediate c a discount d give e times f deadlines g price h hidden extras i payment j sort out k price l trial
Grammar: Language of diplomacy
a Unfortunately we would need something cheaper.
b We would be less interested in your economy model.