Transcript BUSINESS ENGLISH SKILLS

Online English Training
for Global Professionals
www.HumanEnglish.com
Negotiating in English
MAKING DEALS
Today’s Presenters
Anton Pereiaslavtsev
President
Los Angeles, California
(originally from Russia)
Tony Winn
English Trainer & HR Advisor
Lisbon, Portugal
(originally from England )
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What is
Индивидуальные и групповые тренинги
Для организаций и частных лиц
Стандартизированная оценка знаний
английского сотрудников
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?
Our Philosophy
Focused Practice
=
Results
and now over to…
Tony Winn
WELCOME TO LISBON !
English for HR
The leaders of the future? University of Central Lancashire 2011
SUMMARY
The vocabulary of negotiating
Types of negotiating and negotiators
Language for preparing, conducting and concluding negotiations
Reformulating and bargaining
Negotiating
[I or T] to have formal discussions with someone in order to reach an
agreement with them
The government has refused to negotiate with the strikers.
I'm negotiating for a new contract.
I've managed to negotiate (= get by discussion) a five per cent pay
increase with my boss.
able to be discussed or changed in order to reach an agreement
Everything is negotiable at this stage - I'm ruling nothing out.
the process of discussing something with someone in order to reach an
agreement with them, or the discussions themselves
The agreement was reached after a series of difficult negotiations.
The exact details of the agreement are still under negotiation.
Negotiation for the pay increase is likely to take several weeks.
Types of Negotiator
someone who tries to help two groups who disagree to reach an agreement with
each other, usually as a job
Some very skilful negotiators will be needed to settle this dispute.
negotiate
negotiate terms
negotiate for
negotiation
under negotiation
negotiator
a skilful negotiator
negotiating tactics
Reach an
agreement
The Language of Negotiating
Negotiation is the process of coming to terms and getting the best
deal possible for your company, your department or yourself.
Negotiations involve a conflict of interest. Sellers prefer a high price
to a low one and buyers a low one to a high one. What one side gains
the other side loses and this conflict has to be managed if a friendly
atmosphere is to continue. After all, both sides will probably meet
again and no one likes to feel they have lost. Another important
feature of negotiations is that they take part in an atmosphere of
uncertainty where neither side really knows what the other wants or
will give.
Preparation
Bargaining
Opening
Closing
Types of Negotiation
We negotiate in most areas of life. Here are some examples.
Which areas of life do they come from?
If you wash the dishes, I’ll clean the bathroom.
If you’ve done all of your homework by the end of the week, I’ll
take you to see Arsenal.
I’ll give you €200 for it, if you throw in the crash helmet.
If you increased your order, we’d give you a better price.
Types of Negotiation
A business negotiation can be similar to a discussion between friends fixing a
social engagement. Two parties have a shared objective: to work together in a
way which is mutually beneficial. Proposals and counter-proposals are discussed
until agreement is reached. Both sides hope for repeat business. This is an
agreement-based negotiation
a win-win negotiation
Two other types of negotiation are less founded on mutual benefit, but on gaining
the best deal possible for your side. This means that each team thinks only about
its own interests. In this type, a seller typically seeks to sell a product but is less
concerned about repeat business.
independent advantage
A third type is the negotiation to resolve conflict, for example in a contractual
dispute. Here, it is possible that each party regards the other as an opponent and
seeks to win the argument.
a win-lose negotiation
The Negotiating Process
1. Bargaining
2. Preparation
3. Closing
4. Opening
Preparation
Bargaining
Opening
Closing
a) Setting objectives or specifications and deciding on a negotiating strategy.
b) Revealing the initial bargaining position to your opposite numbers.
c) Trying to probe the the weaknesses of the other side’s case and convince them
that they must change their position and move closer to yours.
d) Checking that your position holds good in the light of information received from
your opponents and their reactions to your case.
e) Judging whether the other other side is determined to stick to their position or
will settle for a compromise.
f) Making final moves and establishing any trade-offs in order to lead to a
settlement.
Preparation
Identify your minimum requirements.
Prepare your opening statement.
Decide what concessions you could make.
Know your own strengths and weaknesses.
Know your role as part of a team.
Prepare your negotiating position - know
your aims and objectives.
Prepare any figures, any calculations and
any support materials you may need.
Preparation
Bargaining
Opening
Closing
Preparation
Match each of the four aspects of good preparation and reasons
why they are important.
a) Knowing your aims and objectives
b) Knowing your own strengths and weaknesses
c) Preparing any figures, calculations and other materials
d) Preparing an opening statement
i.
means you can support your argument.
ii.
helps clear thinking and defines purpose.
iii. creates reasonable expectations.
Preparation
Bargaining
iv. helps you to know the context
Opening
Closing
Opening
Preparation
Small talk
Bargaining
Opening
Closing
Hello, José Mendes, Sales Manager for ICIT- and my associate Miguel Sousa.
Very pleased to meet you. I'm David Moss, and this is my legal adviser Sue
Beaton.
I hope you had a pleasant flight over.
Yes, we did thanks.
Are you staying for a few days?
Unfortunately we need to get back to Lisbon tomorrow.
Opening
Preparation
Bargaining
Opening
Closing
Opening statement
Mr. Moss, to start off with, I just want to say we believe we can offer
you a very good deal and come up with a win-win result.
Getting down to business
Well, we'd better get down to business. Mr. North, to start off with, I
just want to say we believe we can offer you a very good deal and
come up with a win-win result.
Bargaining
We can use this form when we think the outcome
of a situation is very likely.
If + present simple + will/won’t + infinitive
If you give us a discount of 5 %, we will place an
order for 2,000 units.
When the outcome is less certain or imaginary
the following form is prefered
Its also used in negotiations to make the offer or
proposal less direct.
Preparation
Bargaining
If + past simple + would/wouldn’t + infinitive
Opening
If you gave us a 10% discount, we would place a
much larger order.
What discount would you offer us if we decided to
go to another supplier?
Closing
Bargaining
Language to use to object to 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.
Preparation
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?
Bargaining
Opening
Closing
Bargaining Tips
Preparation
Bargaining
Opening
Use words that will bring both parties together, e.g. we, us,
jointly, together etc.
Put the negotiation into the context of the market or
environment you both work in and summarize how you can
reach short-term or long-term objectives
Mention some of the variables in the negotiation but keep
some of them up your sleeve for later
Remind your partner what is important to them and what is
important to you
Closing
Closing
Preparation
Bargaining
Opening
Closing
Well, I guess that about wraps it up.
Do you think we could have that in writing by the end of the week?
Great. I’ll get my secretary to fix the next meeting for as soon as possible.
Can I just go over what we’ve discussed again?
Okay. So, the goods will arrive by Friday as we agreed.
Have I missed anything out?
Were there any final questions before we finish?
I look forward to doing business with you again soon.
Thank you for coming all this way on such a cold morning.
To sum up, the supplies will be at a 2.5% discount as compared to the last order.
Closing
Before making or accepting a
proposal you need to summarize
where both parties have come
from.
You also need to evaluate the
present position of both.
You will need to persuade your
partner in negotiation that one
way or another it is in their
interest to make a deal with you.
Preparation
Bargaining
Opening
Closing
Closing
Great, we agree on prices, discounts, the items you want to buy, delivery, and
method of payment. I’ll send you an email confirming what we have agreed,and
attach an invoice.
Language to Use in Accepting a Proposal
Preparation
It sounds like we've found some common ground.
I'm willing to leave things there if you are.
Let's leave it this way for now.
I'm willing to work with that.
I think we both agree to these terms.
I'm satisfied with this decision.
I think we should get this in writing.
I'd like to stop and think about this for a little while.
You've given me a lot to think about/consider.
Would you be willing to sign a contract right now?
Let's meet again once we've had some time to think.
Bargaining
Opening
Closing
Closing
Preparation
Bargaining
Opening
Closing
Formalize the agreement/negotiation
In most business negotiations it is a good idea to get something down in writing. Even
if a decision has not been made, a letter of intent to continue the negotiations is
often used. This is a way for each party to guarantee that talks will continue. A letter
of intent often outlines the major issues that will be discussed in future negotiations.
In some cases a confidentiality agreement is also necessary. This is a promise from
both parties to keep information private between discussions. When an agreement
has been decided, a formal contract can be made. On the other hand, depending on
the level of trust, a simple handshake and verbal agreement may be all that is
needed.
However, even if nothing is put formally in writing, it is wise to send an e-mail or
letter that verifies the terms and puts the agreement on record, especially when a
specific number is decided on.
Negotiating in English
Thanks for your
participation!
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