Before the negotiation

· Be clear about your aims and objectives.

· Aim for a win-win situation.

· Decide on your targets; the maximum you hope to achieve and the minimum you are willing to accept.

· Be prepared to compromise.

· Plan your bargaining strategy; make a list of your aims and decide where you can make concessions and where you cannot.

· Know your weaknesses as well as your strengths.

· Be ready to make proposals.

· Think about how the other side will respond to your proposals.

· Be clear about your role if you are part of a team.

During the negotiation

· Try to build on common ground.

· Suggest realistic alternatives if your proposals are rejected.

· Support your arguments with figures and calculations.

· Stay calm.

· Listen.

· Confirm what is being agreed during the negotiation.

· Try to understand the other side’s point of view if you are dealing with conflict.

· Be aware of the culture of the people you are talking to. Their way of doing things may be very different to yours.

Essential language of negotiations

Below is a list of common phrases used in negotiations:

Starting the negotiation

Welcoming

Welcome to [company name].

It’s good to have you with us today.

It’s nice to see you again.

General conversation

I hope you had a good trip.

Did you have any problems getting here?

Opening negotiations

We see this as an opportunity for us to discuss (our common aims).

May I suggest that we begin by (asking Paul to show us his samples)?

Shall we get down to business?

Today we are planning to (discuss the opening of the centre).

going to (deal with two essential points).

hoping to (reach a consensus).

Stating aims and objectives

We would like to clarify our position on (the parking facilities).

Firstly I’d like to state our objectives for this meeting. (We would like to come to an agreement about hourly pay and contracts for casual workers.)

There are two questions I would like to discuss here today. (Firstly, the estimated cost of the building, and secondly, the time-frame.)

May I give you an outline of what we hope to do today?

Negotiating

Exploring positions

Can I just clarify how you feel (about the proposal)?

What do you think of (the idea)?

Could you explain your position on this?

Can I just ask you (to explain your position on this point)?

Can you give me an idea of (what you are willing to offer)?

Bargaining

We can offer (a very competitive deal).

Would you be willing to (look at the figures again)?

We are willing to consider (your offer of forty million).

The problem here seems to be (the discount).

That would be fine so long as (you agree to our delivery dates).

What would you say if (we were to offer you a two-year warranty)?

Дата добавления: 2015-11-14