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NEGOTIATING
Source consulted:English for Negotiating. Express Series.
Lafond, C. et al. OUP
LET US NEVER NEGOTIATE OUT OF FEAR. BUT LET US NEVER FEAR TO NEGOTIATE.
(JFK)
IN BUSINESS, YOU DON’T GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE.
(C.L.Karass)
DEFINITION
Negotiation is a basic means of getting what you _______from others. It is back-and-forth communication designed to _______an agreement when you and the other side have some interests that are shared and others that are __________.
From:Roger Fisher & William Ury (Getting to Yes..., 1981)
DEFINITION
Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.
From:Roger Fisher & William Ury (Getting to Yes)
What do you want? (issue)
Why do you want what you want?(interests)
What you say you want. (position)
Identifying the interests of the
other side (interests
behind positions).
EFFECTIVE COMMUNICATION
TO GET WHAT WE WANT AND TO BUILD AND PRESERVE RELATIONSHIPS (WIN-WIN)
Persuasion, diplomacy,
non-verbal
elements…
Speaking
Listening
ISSUES, POSITIONS, INTERESTS
• ___________:the points that go on the agenda (what is to be negotiated)
• ___________:what you say you want - what you want to ask for
• ___________:why you want what you want
ISSUES, POSITIONS, INTERESTS
• ISSUES:the points that go on the agenda (what is to be negotiated)
• POSITIONS: what you say you want - what you want to ask for
• INTERESTS:why you want what you want
BARGAINING V. NEGOTIATING
Hard bargaining: • no or few concessions• “beat the other side”• win-lose scenario• often results in a stalemate
BARGAINING V. NEGOTIATING
Soft bargaining: • giving concessions easily• saying yes too soon• fear of hurting the other party’s feelings
BARGAINING V. NEGOTIATINGPrincipled negotiating: • discover the interests behind positions• separate the person from the issue• be hard on the problem but soft on the person• aim for mutual gain: win-win• insist on objective criteria• BATNA: always have an escape route
Getting to Yes: Negotiating Agreement Without Giving In (Ury, Fisher, Patton)
PLANNING DETERMINE AND IDENTIFY…
ISSUES, INTERESTS, POSITIONS
HITs
SMART goals
the STRENGHTS and WEAKNESSES of your position
BATNA (best alternative to a negotiated agreement)
DETERMINE YOUR “HITs”
HAVE TO HAVE INTEND TRADABLE
you can exchange this item for something you’d like to get
items which are less essential but still important
items in a negotiation you must achieve!
DETERMINE YOUR “HITs”
HAVE TO HAVE: items in a negotiation you must achieve!INTEND: items which are less essential but still
important TRADABLE: you can exchange this item for something
you’d like to get
HIT- LANGUAGE
? ? ?
•We must…
•Our main concern ia…
•It is vital/crucial
that…
•I refuse to accept…
•Our intention is…
•We would like to…
•We might …
•I am willing to accept
…if you…
•I think we will have to
agree to…
•We can trade this
against…
•It would be an
alternative to…
HIT- LANGUAGE
HAVE INTEND TRADABLE
•We must…
•Our main concern ia…
•It is vital/crucial
that…
•I refuse to accept…
•Our intention is…
•We would like to…
•We might …
•I am willing to accept
…if you…
•I think we will have to
agree to…
•We can trade this
against…
•It would be an
alternative to…
MAKE YOUR GOALS SMART
1. Specific2. Measurable3. Achievable4. Relevant5. Timed
Set a realistic deadlineFind interesting points for both
partiesState exactly what you want to
achieveKnow how much you have
achievedChoose realistic goals for the
given circumstances
MAKE YOUR GOALS SMART
1. Specific2. Measurable3. Achievable4. Relevant5. Timed
5 Set a realistic deadline4 Find interesting points for both
parties1 State exactly what you want to
achieve2 Know how much you have
achieved3 Choose realistic goals for the
given circumstances
THE LANGUAGE OF NEGOTIATION
FUNCTIONS
•Presenting proposals•Asking the right question
•Calming a situation
PHRASES
How about…?Why is that so important for you?
That seems reasonable…
HANDOUT
THE GOLDEN RULE OF NEGOTIATING
Never make concessions; always trade concessions. If you give something away, make
sure you always get something in return.
So if you want to get something from them, you’ve got to be ready to give something in
return.
CONDITIONAL SENTENCES
CONDITIONALS
YOU FEEL SOMETHING IS LIKELY TO HAPPEN…
If we close the deal today, we’ll be able to deliver the first batch next week.
YOU FEEL THAT SOMETHING IS LESS LIKELY/NOT HAPPENING YET/NOW… (HYPOTHETICAL)
We would be willing to reduce the price if you agreed to order more than 100 boxes.
EXAMPLEhttp://www.youtube.com/watch?v=BA0DParCiww
• From small talk to negotiation: That’s actually what I’m here about…• He starts to outline his position on flextime by ingratiation: Paternity leave was fantastic!• He explains his position: I ’m realizing now…• She rephrases: So what you’re saying is…• He anchors: What I’m saying is I think the whole company could benefit
from a flex-time policy. What do you think?• Her initial reaction: …..I don’t see it!
EXAMPLEhttp://www.youtube.com/watch?v=BA0DParCiww
• He offers persuasive argumenation: I did some research …• She accepts his arguments but still expresses concerns: That might be great for them!....but it’s such a radical
departure…• He asks diagnostic questions: Have you seen the customer service stats?• She agrees but states it’s his individual case. I get it Tom. Etc…
HOME ASSIGNMENT
Finish the analysis of the remaining negotiation sequences in the video in the same vein:
•He does… /she does… Sentence as illustration
FURTHER PRACTISE
• English for the financial sector: units 18, 20 (MacKenzie, I., CUP) • English for negotiating. Express series. (Lafond, C. et al., OUP)
THE ART OF HAGGLING
Successful haggling is dependent on culture and location!
Further reading: http://www.business2community.com/travel-leisure/the-cultural-differences-in-haggling-0352522#uL7rC0QQgu1L6AIi.99
The Monty Python way of haggling
http://www.youtube.com/watch?v=BA0DParCiww
