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Now listen to a recording of a model summary.

Suggest other situations which match each of the three types of negotiations described here. Think of examples from your own experience. | Preparation for a negotiation | 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. | 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. | Now listen to a recording of a model dialogue. |


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Role play

 

Conduct a negotiation, involving bargaining and making concessions and accepting and confirming. Work in pairs, A and B. With your partner, choose one of the following topics:

a) negotiating advertising space at soccer matches

b) negotiating purchase of a luxury apartment in Tokyo's Shinjuku district.

If you choose the first topic, look at File cards 18A (p. 93) and 18B (p. 96).

If you choose the second topic, look at File cards 19A (p. 94) and 19B (p. 97).

When you have finished one role play, either switch roles and repeat the exercise using the same topic, or change A and B and do the other topic. This way, both parties in the pair can practice buying and selling.

See who gets the best deal.

 

TRANSFER

Think of a negotiation you were recently involved in. What kind of negotiation was it? How do you think it went?

Did you keep to the Concession Rules included in the Skills Checklist below? If you had the negotiation again, would you do things differently?


Language Checklist   Negotiations (2)   Bargaining We can agree to that if//on condition that //as/so long as... That's not acceptable unless/without... Making concessions If you could... we could consider... As/so long as... we could agree to...? On condition that we agree on... then we could... Let's think about the issue of We could offer you... Would you be interested in...? Could we tie this agreement to...? Accepting We agree. That seems acceptable. That's probably all right. Confirming Can we run through what we've agreed on? I’d like to check what we've said/confirm I think this is a good time/point to repeat what we've agreed to so far. Summarizing I’d like to run through the main points that we've talked about. So, I’ll summarize the important points of our offer. Can we summarize the proposals in a few words? Looking ahead So, the next step is... We need to meet again soon. In our next meeting we need to... So, can we ask you to...? Before the next meeting we'll... We need to draw up a formal contract. Skills Checklist   Negotiations (2) - Bargaining in negotiations   Concession rules "A key principle in negotiating is to give a little and get a little at the same time." • Ask for concessions • All concessions are conditional • Conditions first"//... then... " • "It's a package" • Give what's cheap to you and valuable to them. During the negotiation Main speaker • Create a joint, public and flexible agenda. • Question needs and preferences. • Don't talk too much. • Listen. • Don't fill silences. • Build on common ground. • Explore alternatives “What if...?” • Be clear, brief and firm. • Follow concession rules. Support speaker • Wait till the Chair or your main speaker brings you in. • Be clear, brief and firm. • Follow the concession rules. • Support your main speaker - Agree (nod, "That's right... ") - Emphasize ("This point is very important") - Add forgotten points ("And we must remember... ") - But don't make concessions for your main speaker. - Listen. Don't fill silences.

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Now listen to a recording of a model dialogue.| To find out which one you are, answer the following questions and check your answers with the key at the end.
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