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Negotiations in English

Negotiations in English

Date: Aug 30 2007

Topic: Conversational English

Author: alkhader

Lesson

Negotiations in English

One of the most important skills anyone can hold in daily life is the ability to negotiate. In general terms, a negotiation is a resolution of conflict. We enter negotiations in order to start or continue a relationship and resolve an issue. Even before we accept our first jobs, or begin our careers, we all learn how to negotiate. For one person it begins with the negotiation of an allowance with a parent. For another it involves negotiating a television schedule with a sibling. Some people are naturally stronger negotiators, and are capable of getting their needs met more easily than others. Without the ability to negotiate, people break off relationships, quit jobs, or deliberately avoid conflict and uncomfortable situations.

In the world of business, negotiating skills are used for a variety of reasons, such as to negotiate a salary or a promotion, to secure a sale, or to form a new partnership. Here are a few examples of different types of negotiations in the business world:

  • Manager and Clerk: Negotiating a promotion
  • Employer and Potential Employee: Negotiating job benefits
  • Business Partner A and B: Making decisions about investments
  • Company A and Company B: Negotiating a merger
  • Customer and Client: Making a Sale

The Art of Negotiating

Negotiating is often referred to as an "art". While some people may be naturally more skillful as negotiators, everyone can learn to negotiate. And, as they often say in business, everything is negotiable. Some techniques and skills that aid people in the negotiating process include:

  • Aiming high
  • Visualizing the end results
  • Treating one's opponent with respect and honesty
  • Preparing ahead of time
  • Exhibiting confidence

Throughout this lesson, we will review important techniques and skills to learn before negotiating. We will also examine certain tactics your opponents may use at the negotiating table. These pages are designed to prepare you for for negotiating in English in the business world, but they will also help you achieve your goals in everyday life.

I hope you like it and feel Laughing 

 

Comments

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williamxiehu

China

i think it is kind of thing of  your direct abilitity when your were born

09:17 PM Feb 05 2010 |

tanglaohu

tanglaohu

China

what's gonna on?

03:33 PM Nov 10 2009 |

tanglaohu

tanglaohu

China

what's gonna on?

03:33 PM Nov 10 2009 |

Kiwijelly

Kiwijelly

Thailand

thx so much!! I like itCool

09:49 AM Oct 08 2009 |

adiu35

adiu35

Azerbaijan

i don't think it's very good. however thanksss

02:17 PM Oct 06 2009 |

kunapareddi

India

i didn't lessons

06:34 PM Nov 11 2008 |

kunapareddi

India

i didn't see lessons

06:34 PM Nov 11 2008 |

salehahmed99

Syrian Arab Republic

it is very good to vary many subjects

06:28 PM Nov 11 2008 |

alkhader

alkhader

United Kingdom

Ok I am sorry to not complete the lesson but here is the link 

http://www.englishclub.com/business-english/negotiations-process.htm

 

04:44 PM Nov 11 2008 |

alkhader

alkhader

United Kingdom

Ok Ok I am so sorry but you can find the rest over there

The Negotiation Process

It's time to negotiate! Here are a few golden rules to successful negotiations:

1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in the last 10% of the discussion.

2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.

3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.

4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.

5) Pay attention to your own and your counterpartner's body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.

Language to use to show understanding/agreement on a point:
  • I agree with you on that point.
  • That's a fair suggestion.
  • So what you're saying is that you…
  • In other words, you feel that…
  • You have a strong point there.
  • I think we can both agree that…
  • I don't see any problem with/harm in that.
Language to use for objection on a point or offer:
  • I understand where you're coming from; however,...
  • I'm prepared to compromise, but…
  • The way I look at it…
  • The way I see things…
  • If you look at it from my point of view…
  • I'm afraid I had something different in mind.
  • That's not exactly how I look at it.
  • From my perspective…
  • I'd have to disagree with you there.
  • I'm afraid that doesn't work for me.
  • Is that your best offer?
Body LanguagePossible meaningAvoiding Eye Contact
  • Lying
  • Not interested
  • Not telling the whole truth
Serious Eye Contact
  • Trying to intimidate
  • Showing anger
Touching the face/fidgeting
  • Nervousness
  • Lack of confidence
  • Submission
Nodding
  • Agreeing
  • Willing to compromise
Shaking the head/turning away
  • Frustrated
  • In disbelief
  • Disagreeing with a point
 Markus Opens the NegotiationsIt's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to speak first, but Louis declines:

Markus: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch.

Louis: Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get back to work.

Markus: Great. Okay, well, if there's anything you'd like to say first, please be my guest.

Louis: Oh, no, I insist you go first. After all, you're the one who asked to meet with me.

Markus: Very well then. First of all I want you to know that I am fully aware of the challenges you have faced in running this company in the last few years. I understand that the poor weather last year ended up costing you and all of the local landscape companies a lot of money. However, I think you realize that I am unsatisfied with my current salary. I've been with Landscape labourers for 5 years now and there have been many other years that were profitable. Despite how much your business has grown, I'm making less than a dollar more than I was the day I started.

Louis: You're lucky to have a job in these times.

Markus: Yes, and I'm very thankful that you have employed me all this time, especially during the slow seasons when the company is struggling to make a profit. It means a lot to me to have that stability, which is why I have remained loyal to your company.

Louis: You haven't had much choice but to remain loyal, Markus. There are no jobs out there.

Markus: Well if you don't mind, I'd like to finish what I have to say and then you can let me know what your position is. As a matter of fact, there are a few companies hiring right now in our area. These are not all necessarily companies that I would be interested in working with. For example, you and I both know that I would never want to work for a company such as Powell Designs. I'd much prefer to be associated with a company like Landscape Labourers because we do a good job. Having said that, I took the liberty of calling a few other local companies to find out what type of salary packages they offer to their foremen.

Louis: Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a contract labourer just like the rest of the crew.

Markus: Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is competitive with local companies, I also think that I deserve a new title. You and I both know that the crew looks to me as though I am a foreman, even though I don't have the title.

Louis: You don't have the title, but you also don't have the responsibility. It's a lot of work being a foreman.

Markus: Exactly. And you can't say that you haven't noticed me coming in earlier than the others and leaving later. I also designate jobs to all of the crew members each morning and call suppliers when needs arise. These are duties of a foreman, am I right?

Louis: I suppose. But a foreman also helps solve conflicts that arise within a team, and deals with customer complaints. You always pass those things on to me.

Markus: I agree with you on that. However, I would be willing to take on these extra responsiblities, should you offer me a foreman position at a rate of $25.00 per hour.

 

04:42 PM Nov 11 2008 |

Retaj

Retaj

Saudi Arabia

THX alot
nice topic

07:09 AM Oct 12 2008 |

萌

China

First ,I would like to say it's really a helpful lesson.However,do you ever think of finding some materials about how to solve the problem of negotiation ?But thank you for your wonderful article all the same.

06:20 AM Sep 03 2008 |

Eva Peng

China

Where is the text?

06:46 AM Sep 02 2008 |

pink angel

pink angel

Saudi Arabia

really good topic

thank you very much

11:32 AM Aug 24 2008 |

mozheh

mozheh

Iran, Islamic Republic Of

thanks i need it

 

04:14 AM Aug 23 2008 |

mim_dica

mim_dica

India

this is a very resourcefull materian .and i like this and look forward to it .

07:08 PM Aug 21 2008 |

samjj

samjj

Malaysia

Hey guys – negotiation is an "ART" , the author says – Don't you remember what you did in your first attempt at Negotiation as a baby – you CRIED did'nt you ! That's an ART …Some adults still do that ???

12:40 PM Aug 19 2008 |

kuangshengling

China

yeah,it is usefull.

i have learned something except the negotiation.

i also have learned that you must do something with confidence and brave . 

10:13 AM Aug 01 2008 |

kuangshengling

China

yeah,it is usefull.

i have learned something except the negotiation.

i also have learned that you must do something with confidence and brave . 

10:13 AM Aug 01 2008 |

bholika

India

i like what u said

 

07:36 AM Jul 02 2008 |

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