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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.
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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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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
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
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What is BATNA?
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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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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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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
POSITIVE
Good idea.
That sounds fine. I go along with that.
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Responding to proposals
NEUTRAL
Thats true, but I see what youre saying. I understand why you think so. We could do that.
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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 ...
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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.
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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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Attaching Conditions
But we would want
as long as.
on one condition provided that
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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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Reaching Agreement
Close all negotiations by clearly outlining the agreement
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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
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Being Persuasive
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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.
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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
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Easy
Tact in Negotiating
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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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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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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.....?
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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 phrases to signal and soften bad news for the listener
Unfortunately Im afraid Im sorry but With respect
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Negotiating to Win
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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.
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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
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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.
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Thank You!
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The first 100% WFO education organization and the most well-known training provider in Vietnam
100.000 + students 20 + cities/provinces in VN
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