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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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
What do you Understand by theterm negotiation?
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
Preparation Checklist
Collect information regarding:
Your interests
Your resources
Your alternatives
Your target
Your BATNA
All of the above for your counterpart
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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
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What is BATNA?
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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
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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
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Opening Statements
Our key interest is...
Its vital that we
Its very important to us to
We really need to
Wed like to
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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
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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.
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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
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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
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Making Proposals I propose
I suggest
I advise you to
I think we should
Why dont we
How / What about we
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Responding to proposals
POSITIVEGood idea.
That sounds fine.
I go along with that.
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Responding to proposalsNEUTRAL
Thats true, but
I see what youre saying.
I understand why you think so.
We could do that.
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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.
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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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
Attaching Conditions
But we would want
as long as.
on one condition
provided that
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
Reaching Agreement
Close all negotiations by clearlyoutlining the agreement
Recap and summarize all points
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
Being Persuasive
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
Persuasive English WordsDiscover Easy Good
Save Guaranteed
Proven Money Safe
New Results
Own Free Freedom
Health Best Investment
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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
Tact in Negotiating
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
Using Tact allows you to:
Make suggestions
Point out mistakes
Gently, without offending the other side
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
Use phrases to signal and soften bad
news for the listener
Unfortunately
Im afraid
Im sorry but
With respect
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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
Negotiating to Win
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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
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
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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W H E R E T H E B E S T B E C O M E B E T T E R
Thank You!
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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
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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
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