English Language Skills -The Art of Negotiation-

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 Objectives
1. 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 and using tact in negotiating. 3. To have you involved, practicing and using ideas and techniques.
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 the term negotiation?

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?

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 involved

1. 2. 3. 4. 5. 6. Preparation Opening the negotiation Establishing and Clarifying positions Proposals and Counter-proposals Bargaining Reaching Agreement

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
W 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
Specific State 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
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 is BATNA?

W H E R E

T H E

B E S T

B E C O M E

B E T T E R

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

W H E R E

T H E

B E S T

B E C O M E

B E T T E R

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

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

Opening Statements
Our key interest is... Its vital that we Its very important to us to We really need to Wed like to
W H E R E T H E B E S T B E C O M E B E T T E R

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

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 to concentrate on / discuss.

W H E R E

T H E

B E S T

B E C O M E

B E T T E R

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

Proposals and Counter-proposals

Be Active, Creative and Involved Polite language needs to be used in accepting and rejecting proposals Always answer direct questions, its rude not to Show understanding about their point-of-view
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 Proposals
I propose I suggest

I advise you to
I think we should

Why dont we
How / What about we
W H E R E T H E B E S T B E C O M E B E T T E R

Responding to proposals
POSITIVE
Good idea.
That sounds fine. I go along with that.
W H E R E T H E B E S T B E C O M E B E T T E R

Responding to proposals
NEUTRAL
Thats true, but I see what youre saying. I understand why you think so. We could do that.
W H E R E T H E B E S T B E C O M E B E T T E R

Responding to proposals NEGATIVE

(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.
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 Counter-proposals
May we offer an alternative? We propose that ... We'd like to make an alternative proposal. We propose that ... From where we stand, a better solution might be ...
W H E R E T H E B E S T B E C O M E B E T T E R

Bargaining
Maintain positive communication.

Politeness and showing understanding helps maintain a good atmosphere and will prevent a breakdown. Know when to stop negotiating, remember your BATNA.
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
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
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.

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 clearly outlining the agreement

Recap and summarize all points

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

 they have achieved success appreciated the other side was fair that professional and objective standards have been applied The other side will keep the agreement They would deal with each other again
W H E R E T H E B E S T B E C O M E

A Negotiation is Successful when both parties feel

B E T T E R

Being Persuasive

W H E R E

T H E

B E S T

B E C O M E

B E T T E R

Persuasion is a form of influence. It is the process of guiding people. It is a problem-solving strategy, and relies on "appeals" rather than force. Persuasion is meant to benefit all parties in the end.
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 , but assertive manner

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 Words

Discover Good Save Guaranteed Proven Money Safe New Results Own Free Freedom Health Best Investment
W H E R E T H E B E S T B E C O M E B E T T E R

Easy

Tact in Negotiating

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.

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.
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
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 Language
Use 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.....?
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 things seem 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 of negative adjectives

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

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

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 STRATEGIES
That 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.
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 #4
Negotiators should focus on interests and needs.

Strategy #5
Ask more questions (e.g. Is there anything else I should know?)

Strategy #6
Authority doesnt equal power

Strategy #7
Allow the other party to save face

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 #10
When the other party is hostile/hurt, express empathy, but not responsibility.
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!

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 100% WFO education organization and the most well-known training provider in Vietnam
100.000 + students 20 + cities/provinces in VN

Over 17 years of experience in training in Vietnam

W H E R E

T H E

B E S T

B E C O M E

B E T T E R

Our current clients include

W H E R E

T H E

B E S T

B E C O M E

B E T T E R

Apollo Workshop Series Presentation Skills Business Writing Teleskills and Meetings Public Speaking
W H E R E T H E B E S T B E C O M E B E T T E R

Apollo Workshop Series

Customised to suit YOUR NEEDS Real World RELEVANT SKILLS

FAST-TRACK to improved business English Communication Skills

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