NEGOTIATING Source consulted: English for Negotiating. Express Series. Lafond, C. et al. OUP.

NEGOTIATING

Source consulted:English for Negotiating. Express Series.

Lafond, C. et al. OUP

LET US NEVER NEGOTIATE OUT OF FEAR. BUT LET US NEVER FEAR TO NEGOTIATE.

(JFK)

IN BUSINESS, YOU DON’T GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE.

(C.L.Karass)

DEFINITION

Negotiation is a basic means of getting what you _______from others. It is back-and-forth communication designed to _______an agreement when you and the other side have some interests that are shared and others that are __________.

From:Roger Fisher & William Ury (Getting to Yes..., 1981)

DEFINITION

Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.

From:Roger Fisher & William Ury (Getting to Yes)

What do you want? (issue)

Why do you want what you want?(interests)

What you say you want. (position)

Identifying the interests of the

other side (interests

behind positions).

EFFECTIVE COMMUNICATION

TO GET WHAT WE WANT AND TO BUILD AND PRESERVE RELATIONSHIPS (WIN-WIN)

Persuasion, diplomacy,

non-verbal

elements…

Speaking

Listening

ISSUES, POSITIONS, INTERESTS

• ___________:the points that go on the agenda (what is to be negotiated)

• ___________:what you say you want - what you want to ask for

• ___________:why you want what you want

ISSUES, POSITIONS, INTERESTS

• ISSUES:the points that go on the agenda (what is to be negotiated)

• POSITIONS: what you say you want - what you want to ask for

• INTERESTS:why you want what you want

BARGAINING V. NEGOTIATING

Hard bargaining: • no or few concessions• “beat the other side”• win-lose scenario• often results in a stalemate

BARGAINING V. NEGOTIATING

Soft bargaining: • giving concessions easily• saying yes too soon• fear of hurting the other party’s feelings

BARGAINING V. NEGOTIATINGPrincipled negotiating: • discover the interests behind positions• separate the person from the issue• be hard on the problem but soft on the person• aim for mutual gain: win-win• insist on objective criteria• BATNA: always have an escape route

Getting to Yes: Negotiating Agreement Without Giving In (Ury, Fisher, Patton)

PLANNING DETERMINE AND IDENTIFY…

ISSUES, INTERESTS, POSITIONS

HITs

SMART goals

the STRENGHTS and WEAKNESSES of your position

BATNA (best alternative to a negotiated agreement)

DETERMINE YOUR “HITs”

HAVE TO HAVE INTEND TRADABLE

you can exchange this item for something you’d like to get

items which are less essential but still important

items in a negotiation you must achieve!

DETERMINE YOUR “HITs”

HAVE TO HAVE: items in a negotiation you must achieve!INTEND: items which are less essential but still

important TRADABLE: you can exchange this item for something

you’d like to get

HIT- LANGUAGE

? ? ?

•We must…

•Our main concern ia…

•It is vital/crucial

that…

•I refuse to accept…

•Our intention is…

•We would like to…

•We might …

•I am willing to accept

…if you…

•I think we will have to

agree to…

•We can trade this

against…

•It would be an

alternative to…

HIT- LANGUAGE

HAVE INTEND TRADABLE

•We must…

•Our main concern ia…

•It is vital/crucial

that…

•I refuse to accept…

•Our intention is…

•We would like to…

•We might …

•I am willing to accept

…if you…

•I think we will have to

agree to…

•We can trade this

against…

•It would be an

alternative to…

MAKE YOUR GOALS SMART

1. Specific2. Measurable3. Achievable4. Relevant5. Timed

Set a realistic deadlineFind interesting points for both

partiesState exactly what you want to

achieveKnow how much you have

achievedChoose realistic goals for the

given circumstances

MAKE YOUR GOALS SMART

1. Specific2. Measurable3. Achievable4. Relevant5. Timed

5 Set a realistic deadline4 Find interesting points for both

parties1 State exactly what you want to

achieve2 Know how much you have

achieved3 Choose realistic goals for the

given circumstances

THE LANGUAGE OF NEGOTIATION

FUNCTIONS

•Presenting proposals•Asking the right question

•Calming a situation

PHRASES

How about…?Why is that so important for you?

That seems reasonable…

HANDOUT

THE GOLDEN RULE OF NEGOTIATING

Never make concessions; always trade concessions. If you give something away, make

sure you always get something in return.

So if you want to get something from them, you’ve got to be ready to give something in

return.

CONDITIONAL SENTENCES

CONDITIONALS

YOU FEEL SOMETHING IS LIKELY TO HAPPEN…

If we close the deal today, we’ll be able to deliver the first batch next week.

YOU FEEL THAT SOMETHING IS LESS LIKELY/NOT HAPPENING YET/NOW… (HYPOTHETICAL)

We would be willing to reduce the price if you agreed to order more than 100 boxes.

EXAMPLEhttp://www.youtube.com/watch?v=BA0DParCiww

• From small talk to negotiation: That’s actually what I’m here about…• He starts to outline his position on flextime by ingratiation: Paternity leave was fantastic!• He explains his position: I ’m realizing now…• She rephrases: So what you’re saying is…• He anchors: What I’m saying is I think the whole company could benefit

from a flex-time policy. What do you think?• Her initial reaction: …..I don’t see it!

EXAMPLEhttp://www.youtube.com/watch?v=BA0DParCiww

• He offers persuasive argumenation: I did some research …• She accepts his arguments but still expresses concerns: That might be great for them!....but it’s such a radical

departure…• He asks diagnostic questions: Have you seen the customer service stats?• She agrees but states it’s his individual case. I get it Tom. Etc…

HOME ASSIGNMENT

Finish the analysis of the remaining negotiation sequences in the video in the same vein:

•He does… /she does… Sentence as illustration

FURTHER PRACTISE

• English for the financial sector: units 18, 20 (MacKenzie, I., CUP) • English for negotiating. Express series. (Lafond, C. et al., OUP)

THE ART OF HAGGLING

Successful haggling is dependent on culture and location!

Further reading: http://www.business2community.com/travel-leisure/the-cultural-differences-in-haggling-0352522#uL7rC0QQgu1L6AIi.99

The Monty Python way of haggling

http://www.youtube.com/watch?v=BA0DParCiww