negotiations - eurocham

7/27/2019 Negotiations - Eurocham

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W H E R E T H E B E S T B E C O M E B E T T E R

English Language Skills

-The Art of Negotiation-


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Todays Objectives1. To start to get a better understanding and

practical knowledge of the English that is

used in Negotiating.

2. To begin looking at being persuasive andusing tact in negotiating.

3. To have you involved, practicing and usingideas and techniques.


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What do you Understand by theterm negotiation?


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Your Negotiations

Who do you negotiate with?

What do you negotiate?

Why do you negotiate?

Where do you negotiate? How long do you negotiate?


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The 6 Steps involved1. Preparation

2. Opening the negotiation3. Establishing and Clarifying positions

4. Proposals and Counter-proposals

5. Bargaining6. Reaching Agreement


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Preparation Checklist

Collect information regarding:

Your interests

Your resources

Your alternatives

Your target

Your BATNA

All of the above for your counterpart


7/47W H E R E T H E B E S T B E C O M E B E T T E R

Set Objectives

SpecificState exactly what you want to achieve

Measurable - Know how much you have achieved

Achievable- Have realistic goals for the situation

Relevant - Find interesting points for both parties

Timed - Set a realistic deadline



What is BATNA?



Opening the Negotiation

Use clear and direct language

Provide appropriate, current information

State your general aims and then more specific aims

Ensure your opening statements sound reasonable



Getting things started

OK, lets get started shall we?

Could we begin now please?

I wondered if I could start by saying

Were short of time, so lets get started



Opening Statements

Our key interest is...

Its vital that we

Its very important to us to

We really need to

Wed like to



Establishing and Clarifying Positions

Make your position clear

Listen to what the other side has to say

Understand the other sides point-of-view

Achieve mutual understanding

Evaluate your position in the negotiation



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 toconcentrate on / discuss.



Clarifying Positions 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?

So you are saying

So if I understand correctly

So as I see it



Proposals and Counter-proposals

Be Active, Creative and Involved

Polite language needs to be used in accepting and

rejecting proposals

Alwaysanswer direct questions, its rude not to

Show understanding about their point-of-view



Making Proposals I propose

I suggest

I advise you to

I think we should

Why dont we

How / What about we



Responding to proposals

POSITIVEGood idea.

That sounds fine.

I go along with that.



Responding to proposalsNEUTRAL

Thats true, but

I see what youre saying.

I understand why you think so.

We could do that.



Responding to proposalsNEGATIVE

(Im afraid) thats not possible.

We cant do that.

That is/would be out of the question.

I cant agree to do that.

We were hoping to pay a little less.



Making Counter-proposals

May we offer an alternative? We proposethat ...

We'd like to make an alternative proposal.

We propose that ...

From where we stand, a better solution might

be ...


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BargainingMaintain positive communication.

Politeness and showing understanding

helps maintain a good atmosphere and

will prevent a breakdown.Know when to stop negotiating, remember

your BATNA.


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Making concessions

We could offer you

We might consider

What would you say if we offer you?

We might be able to


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Attaching Conditions

But we would want

as long as.

on one condition

provided that


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Exerting pressure

If you cant.., well have to look somewhere

else

Im afraid well have to call it a day unless.


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Reaching Agreement

Close all negotiations by clearlyoutlining the agreement

Recap and summarize all points


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Summarizing the agreement

Perhaps I could just summarize our decisions/

agreements so far.

Youve / weve agreed to.

As weve agreed to, youll take care of.

As weve agreed to, youll be responsible for


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A Negotiation is Successful when both parties

feel

they have achieved success appreciated

the other side was fair

that professional and objective standards havebeen applied

The other side will keep the agreement

They would deal with each other again


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Being Persuasive


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How to be persuasive

Develop a line of reasoned argument

Back up points with logic

Emphasise the positive aspects of your argument

Use positive language

Get your points across in a calm , butassertive manner


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Persuasive English WordsDiscover Easy Good

Save Guaranteed

Proven Money Safe

New Results

Own Free Freedom

Health Best Investment


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Tact in Negotiating


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Two priests were so addicted to smoking

that they desperately needed to puff on

cigarettes while they prayed. Both began to

feel guilty and decided to ask their superior

for permission to smoke.


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The first asked if it was ok to smoke while he

was praying. Permission was denied. The

second priest asked if he was allowed to

pray while he was smoking. His superior

found his dedication admirable and

immediately granted his request.


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Using Tact allows you to:

Make suggestions

Point out mistakes

Gently, without offending the other side


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Tactful LanguageUse the past continuous to sound less direct

We were thinking of offering you a three

month trial.

Use negative questions to make suggestions

Wouldnt it be better to..? Dont you think we could.....?

Couldnt we.....?


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Use modifiers and model verbs to make thingsseem less or smaller

That may cause a slight problem for us.

We might be able to agree to that, provided...

Use positive adjectives with not instead ofnegative adjectives

That might not be possible Thats not as reasonable as we hoped you would be


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Use phrases to signal and soften bad

news for the listener

Unfortunately

Im afraid

Im sorry but

With respect


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Negotiating to Win


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10 BOTTOM-LINE STRATEGIESThat can make a difference in negotiations

Strategy #1

Never assume a fixed pie in negotiations.

Strategy #2

Never underestimate your negotiating power. When

people do this they fail to take risks.Strategy #3

Dont assume their problem.


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Strategy #4Negotiators should focus on interests and needs.

Strategy #5

Ask more questions(e.g. Is there anything else I should know?)

Strategy #6Authority doesnt equal power

Strategy #7Allow the other party to save face


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Strategy #8

Dont get hung up on single terms and conditions.

Strategy #9

Decide in advance how to resolve differences.

Strategy #10When the other party is hostile/hurt, express empathy,

but not responsibility.


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Thank You!


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