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Suggest other situations which match each of the three types of negotiations described here. Think of examples from your own experience.

When you have finished, report the results of your negotiation. | Remember to include welcoming remarks and some general comments on your expectations for a successful meeting and an agreement which leads to a lasting partnership. | Quick Communication Check Unit 1 | Effective negotiating requires clear thinking and a constructive approach | Make sentences which include concessions based on the cues below. The first is done for you as an example. | Now listen to a recording of a model dialogue. | Now listen to a recording of a model summary. | To find out which one you are, answer the following questions and check your answers with the key at the end. | Listen to a recording of five different statements. All of these are ways of dealing with conflict. Match each statement with one of the following strategies. | Listen to a recording of a final summing up from Peter Cawood of Photolab Inc. and three alternative responses from Group Image. |


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Module 2 Negotiations

 
 

Unit 1 Know What You Want

Types of negotiation

What do you understand by the term ‘negotiation’? In pairs, figure out a short definition. Consider such concepts as the existence of two or more parties, specified goals, discussion, compromise and agreement.

 

 

1. Listen to the recording of a conversation between two friends and identify:

a) first suggestion

b) the counter suggestion

c) the agreement.

 

 

Here is a representation of a typical structure of a negotiation. Compare this with the conversation you have just listened to.

 

Suggestion

Counter suggestion

Agreement

Confirmation

 

In pairs, suggest a short business conversation with the above structure.

 


3. a) Listen to a recording of three extracts, each part of a different type of
negotiation. Match each one to the correct picture, A, B or C.

b) Listen again. Match each ne gotiation to one of the three types described below, X, Y or Z.

 

X – A business negotiation is similar to a discussion between friends arranging 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, sometimes referred to as a win-win negotiation.

Y – Two other types of negotiation are less founded on mutual benefit, but on gaining the best deal possible for your side. In the first type, both teams negotiate to independent advantage. 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.

Z – A third type is the negotiation to resolve conflict, for example in a contractual dispute. Mere, it is possible that each party regards the other as an opponent and seeks to win the argument. This is a win-lose negotiation.

 

 

Discussion

Suggest other situations which match each of the three types of negotiations described here. Think of examples from your own experience.

 

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