NEGOTIATING - Part 1

Never begin a deal, a battle or a love affair if the fear of losing overshadows the prospect of winning .Aristotle Onassis, shipping tycoon In your opinion what makes a good negotiator? William Ury is co-author of the world's most famous book on negotiating, Getting to Yes. Read the following extract from his best-selling sequel, Getting Past No. Which of the situations remind you of something that's happened to you? Daily life is full of negotiations that can drive you crazy. Over breakfast you get into an argument with your spouse about buying a new car. You think it's time, but your spouse says: "Don't be ridiculous! You know we can't afford it right now." A morning meeting with your boss. You present him with a carefully prepared proposal for a new project, but he interrupts you after a minute and says: "We already tried that and it didn't work. Next item." During your lunch hour you try to return a defective toaster-oven, but the salesperson refuses to refund your money because you don't have the sales slip: "It's store policy."In the evening you need to return some phone calls, but the line is tied up by your thirteen-year-old daughter. Exasperated, you ask her to get off the phone. She yells: "Why don't you get me my own phone line? All my friends have them." Think about these questions:a) In order to give the person in the extract in 1 advice, what else would you need to know about each situation?b) What would you say in response to each of the people in the text? Complete the following sentence in not more than five words: "A good negotiator….. In this part you are going to listen to four business people sharing their views on how to negotiate. Listen to Speaker 1 and match the following stages to the numbers. Number 1 means the speaker mentioned it first. have lunch 5 agree on a procedure 2 bargain 7 close 9 listen and take notes 4 create rapport 1 set out proposals 3 agree terms 8 celebrate 10 make counter-proposals 6 Speaker 2 refers to the following acronyms. What do they mean? OP opening positionTP target positionWAP walk-away positionFBP fall-back positionBATNA best alternative to a negotiated agreement Speaker 3 1) According to Speaker 3, why doesn't "win-win" usually work?Most people have an "I win - you lose" mentality.2) What five pieces od advice does Speaker 3 offer?a) Don't get personal.b) Don't agree to anything until you've discussed everything.c) Don't make any concessions without asking for something in return.d) Asklots of questions .e) Don't give in to pressure. Speaker 4 According to Speaker 4, what's the worst thing you can do to a negotiator? shock with your opening offer accept his first offer kill them with silence use emotion to your advantage What's the difference between tactics and dirty tricks? Tactics are your strategies. Dirty tricks are your opponent's. What examples does he mention? (More the one answer is correct.) accept the first offer shock with your opening offer deliberately misunderstand them, using English as an excuse don't agree to anything kill them with silence use emotion to yoour advantage at the end, say you haven't got your boss's ok make a last-minute demand COLLOCATIONS Match up the halves of the following collocations. initial offer long-term relationship one-off deal critical phase win-win negotiation last-minute demand THE LANGUAGE OF NEGOTIATIONS Listen to an extract from negotiations and complete the notes. MAMMOTHCONSTRUCTION plc Schumann TenderOur original bid: 7.8M eurosClient counter-offer: 7 millioneurosProject to be completed within 18 monthsPlant to be operational by next SeptemberOur revised bid: 2 million euros in advance 2 million euros mid-contract 3.2 million euros on completionTotal: 7.2 million eurosSchedule overrun penalty: 25,000 euros per week Listen to an extract from negotiations and complete the notes.Smart Move plc The communication skills specialists Telesales training (2-day seminar)No. seminars: 8 over 6-month periodNo.trainers: 3Materials to be approvedMax. no.participants per seminar: 16Full fee: 24, 000 poundsDiscount: 15% = 3,600 poundsFinal fee: 20,400 pounds25% non-refundable deposit = 5,100 pounds Do you think you've just listened to a win-win negotiation? Yes, it is a win-win negotiation. Both sides make concessions but both gain something in return and they end up happy.