English for Negotiations 2016
3 likes•1,083 views
This document provides an overview of a training on English for Negotiations. It includes: - An agenda that covers the negotiating process, language of bargaining, responding to proposals, dealing with differences, and finalizing agreements. - Sections on preparing for negotiations, building rapport, presenting and clarifying proposals, responding positively and negatively to proposals, discussing limits, and closing a negotiated agreement. - Examples of language and structures to use in different stages of negotiation, including building rapport, presenting proposals, responding to proposals, dealing with differences, and finalizing agreements. The training aims to help participants develop their English skills for effective negotiation in professional contexts.
![Confidential 3
Introduction
negotiation /nɪˌɡəʊʃiˈeɪʃən/ [countable or uncountable] the process of
discussing something with someone in order to reach an agreement with
them
two or more parties
conflicting interests
common goal: reach
an agreement
Negotiation is a
common, everyday activity
that most people use to
influence others and to
achieve personal objectives.](https://image.slidesharecdn.com/englishfornegotiations2016-160927102854/85/English-for-Negotiations-2016-4-320.jpg)
![Confidential 12
rapport [singular,
uncountable] friendly
relationship, understanding,
trust between people
The negotiating process: opening
Building rapport
creating a good atmosphere / starting on a positive note:
It’s great finally to have the opportunity to meet you in person.
I’m grateful for this chance to talk.
We’ve heard a lot of great things about you.
Your reputation precedes you.
considering the other party’s benefit (the “you-attitude”):
What would be an ideal outcome for you?
What do you like most about your current supplier, and what
would you like to change?
What are your medium and long-term goals?
establishing common interests:
We have a lot of common ground.
There are definitely many areas where our
interests are aligned.
There is great potential for synergy between
our two businesses.
Our needs in this area are complementary,
don’t you think?](https://image.slidesharecdn.com/englishfornegotiations2016-160927102854/85/English-for-Negotiations-2016-13-320.jpg)
English for Negotiations 2016
- 1. Core Systems Transformation Solutions English for Negotiations September 26, 2016
- 2. Confidential 1 Hi, nice to meet you! Sophie Remizova English teacher at Return on Intelligence SPb
- 3. Confidential 2 Agenda • Introduction • The negotiating process • The language of bargaining • Responding to proposals • Dealing with differences • Finalizing the agreement • Q&A
- 4. Confidential 3 Introduction negotiation /nɪˌɡəʊʃiˈeɪʃən/ [countable or uncountable] the process of discussing something with someone in order to reach an agreement with them two or more parties conflicting interests common goal: reach an agreement Negotiation is a common, everyday activity that most people use to influence others and to achieve personal objectives.
- 5. Confidential 4 Introduction negotiate: verb negotiation: noun negotiator: noun (person) negotiable: adjective non-negotiable: adjective (negative) to negotiate with sb. to negotiate for sth. (peace, etc.) to negotiate a deal/a loan/etc. a skilful negotiator negotiating tactics to be under negotiation Synonyms: to bargain to discuss (the terms) to talk (something) over Related words/expressions: to haggle (e.g. in the market) He drives a hard bargain. Take it or leave it. to give someone an ultimatum The negotiation fell through. to reach a compromise to clinch a deal
- 6. Confidential 5 Introduction: negotiation in different areas of our life Look at the following examples. Can you guess what the context is for each negotiation? 1. OK, I’ll cook dinner if you wash the dishes. 2. ‘20 for for this?? I’ll give you10! Deal?’ – ‘OK, 17’. 3. If we can’t agree on more than a 4% rise, how about looking at additional perks? 4. If I do all my homework on Saturday, can we go to the waterpark on Sunday? 5. If we doubled the number of units in our order, what discount on the unit price could we receive?
- 7. Confidential 6 The negotiating process
- 8. Confidential 7 The negotiating process: preparation do your homework set your objectives prepare your strategy targets: what you would like to achieve in this negotiation tradables: concessions you can make in exchange for something you would like to obtain bottom line: this is your limit, you cannot go beyond that point
- 9. Confidential 8 The negotiating process: opening greeting/welcoming Hello/Hi. (less formal) How do you do. (more formal) Welcome to… I’d like to welcome you to…
- 10. Confidential 9 The negotiating process: opening greeting/welcoming Hello/Hi. (less formal) How do you do. (more formal) Welcome to… I’d like to welcome you to… making introductions May I introduce… This is… Have you met …? / I don’t think you have met… Very pleased to meet you./It is a pleasure to meet you.
- 11. Confidential 10 The negotiating process: opening greeting/welcoming Hello/Hi. (less formal) How do you do. (more formal) Welcome to… I’d like to welcome you to… making introductions May I introduce… This is… Have you met …? / I don’t think you have met… Very pleased to meet you./It is a pleasure to meet you. making small talk I hope you had a good journey/a pleasant flight. How is your hotel? Have you been to… before?/Is this your first trip to… ? I hope to see some of the sights.
- 12. Confidential 11 The negotiating process: opening greeting/welcoming Hello/Hi. (less formal) How do you do. (more formal) Welcome to… I’d like to welcome you to… making introductions May I introduce… This is… Have you met …? / I don’t think you have met… Very pleased to meet you./It is a pleasure to meet you. making small talk I hope you had a good journey/a pleasant flight. How is your hotel? Have you been to… before?/Is this your first trip to… ? I hope to see some of the sights. starting the negotiation Shall we get down to business? Let’s get down to business. Let’s get the ball rolling. / Let’s kick off. (more informal)
- 13. Confidential 12 rapport [singular, uncountable] friendly relationship, understanding, trust between people The negotiating process: opening Building rapport creating a good atmosphere / starting on a positive note: It’s great finally to have the opportunity to meet you in person. I’m grateful for this chance to talk. We’ve heard a lot of great things about you. Your reputation precedes you. considering the other party’s benefit (the “you-attitude”): What would be an ideal outcome for you? What do you like most about your current supplier, and what would you like to change? What are your medium and long-term goals? establishing common interests: We have a lot of common ground. There are definitely many areas where our interests are aligned. There is great potential for synergy between our two businesses. Our needs in this area are complementary, don’t you think?
- 14. Confidential 13 The negotiating process: proposals and counterproposals Presenting proposals and counterproposals Complete each sentence with one word: 1) We ……………. increasing the order amount. 2) How ……………. shorter delivery time? 3) How do you ……………. about 500 pieces per order? 4) Would/could you consider ……………. us a bigger discount? 5) We can ……………. you a tailor- made solution.
- 15. Confidential 14 The negotiating process: proposals and counterproposals Presenting proposals and counterproposals ANSWERS: 1) We propose/suggest increasing the order amount. 2) How about shorter delivery time? 3) How do you feel about 500 pieces per order? 4) Would/could you consider giving us a bigger discount? 5) We can offer you a tailor- made solution.
- 16. Confidential 15 The negotiating process: clarifying Clarifying Does that mean you don’t have this amount in stock? Are we talking about this year only? If I understand you correctly, you will deliver the items in two weeks, right? Are you suggesting we should double our order? Can you perhaps go into a little more detail on that? Could you tell us more about your product’s special features?
- 17. Confidential 16 The language of bargaining Useful structures for bargaining: 1. If + present simple, + will/won’t + infinitive the outcome of a situation is very likely more direct 2. If + past simple, + would/wouldn’t + infinitive the outcome is less certain or imaginary less direct and more tentative To make the proposal even more tentative, use could instead of would: If you give us a discount of 5%, we will place an order for 2,000 units. If you ordered one hundred pallets, we would offer you a 5 % discount. If we signed a three-year deal, we could offer you a fixed price.
- 18. Confidential 17 Bargaining tips 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
- 19. Confidential 18 Responding to proposals Disagreeing politely/tentatively: 3, 6, 7, 11 Disagreeing more firmly (but politely): 1, 5, 8, 10 Disagreeing very strongly (in most business situations it’s best to avoid these): 2, 4, 9, 12 1 That wouldn't be acceptable I'm afraid. 2 That is totally unacceptable. 3 Sorry, but I’m not really sure about that. 4 No. 5 I’m afraid we can't agree to that. 6 That’s not quite what we had in mind. 7 I/we would prefer… 8 I’m afraid that’s out of the question. 9 You are wrong. 10 We wouldn't be agreeable to that. 11 That’s not how I see it I’m afraid. 12 I’m not interested. Responding negatively Match the examples on the right to the categories on the left:
- 20. Confidential 19 Responding to proposals Disagreeing politely/tentatively: • Sorry, but I’m not really sure about that. • That’s not quite what we had in mind. • I/we would prefer… • That’s not how I see it I’m afraid. Disagreeing more firmly (but politely): • I’m afraid that’s out of the question. • That wouldn't be acceptable I'm afraid. • We wouldn't be agreeable to that. • I’m afraid we can't agree to that. Disagreeing very strongly (in most business situations it’s best to avoid these): • No. • You are wrong. • I’m not interested. • That is totally unacceptable. Tip: Use “would” to make a negative statement less direct. Indicate that your refusal/ disagreement is not meant to be a personal insult by saying “I am afraid”.
- 21. Confidential 20 Responding to proposals Deliberating: • There are several options… • That would depend on… • Considering this, I/we would… Agreeing tentatively: • It sounds like an alternative/option/possibility • It might be possible… • We believe that would be acceptable. • We can agree to that. • We agree in principle (providing that the board agrees). • We're prepared to consider your offer, if you can accept some conditions. Agreeing more strongly: • That sounds acceptable/reasonable. • We accept your proposal. • We are willing to work with that. • It’s a deal! 2 1 3 4 5 6 7 Responding more positively Insert one word into each gap:
- 22. Confidential 21 Dealing with differences Talk about your limits: • That’s as far/low as I can go on the price. • This would be my final offer. • That’s all I can do, I am afraid. Slow the conversation down: • Let’s go back to review the situation. • Let me just make sure I understand what you’re saying. Show empathy/understanding: • I understand how you feel! • I know exactly what you mean! Ask questions: • How can we reach a compromise/ a win-win solution? • What do you think is a fair way to resolve…? • Your position is very interesting. Can you tell me more? Make / ask for suggestions: • Could the problem be solved by…? • Can you offer any alternatives? • What would you suggest?
- 23. Confidential 22 Finalizing the agreement Discussing follow-up documentation • Shall we put this into a written proposal? • I think we’ll need a detailed summary of this. • Let’s draft a contract based on these points. Sealing the deal • You have certainly made the right choice here. • I am convinced that you won’t regret it. • I think we found a good solution. Use of “we” creates a team feeling. Closing discussion • Thank you for being so pleasant to work with. • It’s always a pleasure to make deals with you. • Thank you for coming. (the receiving side) • Thank you for having us. (the guests) • Thank you for a fruitful discussion/ • productive meeting. End the negotiations on a positive note.
- 24. Confidential 23 Any questions? Sophie Remizova English Teacher [email protected] Thank you for your participation!
Editor's Notes
- #2: Hi everyone! Thanks for joining me today. For those of you who don’t know me, my name is Sophie, I’m an in-house English teacher at Return on Intelligence (formerly Exigen Services) The subject of today’s webinar is English for Negotiations. I am going to give a brief overview of the challenges you may face and the skills you need to negotiate in English just as effectively as you do in Russian.
- #4: This is our agenda for today’s webinar. At the end of the webinar there will be some time for you to ask any questions that you may have. Also, to make it more interactive, every now and then in the course of the webinar I’ll be asking you to answer some questions or do little tasks. You can use the chat box to write your answers if you wish.
- #5: Cambridge dictionary
- #9: See BC Negotiations (2) Introduction!!!! do your homework: do your research, know the the context (e.g. the market), your opponent’s interests, cultural background have a clear agenda Identify your minimum requirements. targets=objectives another word for a tradable or concession is a giveaway bottom line: reservation point 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.
- #10: to shake hands to exchange business cards greetings and introductions: How do you do. Very pleased to meet you./It is a pleasure to meet you. May I introduce… He/she is… Have you met …? / I don’t think you have met…? Creating rapport Small talk
- #11: to shake hands to exchange business cards greetings and introductions: How do you do. Very pleased to meet you./It is a pleasure to meet you. May I introduce… He/she is… Have you met …? / I don’t think you have met…? Creating rapport Small talk
- #12: to shake hands to exchange business cards greetings and introductions: How do you do. Very pleased to meet you./It is a pleasure to meet you. May I introduce… He/she is… Have you met …? / I don’t think you have met…? Creating rapport Small talk
- #13: to shake hands to exchange business cards greetings and introductions: How do you do. Very pleased to meet you./It is a pleasure to meet you. May I introduce… He/she is… Have you met …? / I don’t think you have met…? Creating rapport Small talk