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NEGOTIATING

NEGOTIATING. Source consulted: English for Negotiating . Express Series . Lafond, C. et al. OUP. LET US NEVER NEGOTIATE OUT OF FEAR. BUT LET US NEVER FEAR TO NEGOTIATE. (JFK) IN BUSINESS, YOU DON’T GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE. (C.L.Karass). DEFINITION.

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NEGOTIATING

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  1. NEGOTIATING Source consulted: English for Negotiating. Express Series. Lafond, C. et al.OUP

  2. LET US NEVER NEGOTIATE OUT OF FEAR. BUT LET US NEVER FEAR TO NEGOTIATE. (JFK) IN BUSINESS, YOU DON’T GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE. (C.L.Karass)

  3. DEFINITION Negotiation is a basic means of getting what you _______from others. It is back-and-forth communication designed to _______an agreement when you and the other side have some interests that are shared and others that are __________. From:Roger Fisher & William Ury (Getting to Yes..., 1981)

  4. DEFINITION Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed toreach an agreement when you and the other side have some interests that are shared and others that are opposed. From:Roger Fisher & William Ury (Getting to Yes)

  5. EFFECTIVE COMMUNICATION What do you want? (issue) Why do you want what you want? (interests) What you say you want. (position) Speaking Identifyingtheinterestsoftheother side (interestsbehindpositions). Persuasion, diplomacy, non- verbalelements… Listening TO GET WHAT WE WANT ANDTO BUILD AND PRESERVE RELATIONSHIPS (WIN-WIN)

  6. ISSUES, POSITIONS, INTERESTS • ___________:the points that go on the agenda (what is to be negotiated) • ___________:what you say you want - what you want to ask for • ___________:why you want what you want

  7. ISSUES, POSITIONS, INTERESTS • ISSUES:the points that go on the agenda (what is to be negotiated) • POSITIONS: what you say you want - what you want to ask for • INTERESTS:why you want what you want

  8. BARGAINING V. NEGOTIATING Hard bargaining: • no or few concessions • “beat the other side” • win-lose scenario • often results in a stalemate

  9. BARGAINING V. NEGOTIATING Soft bargaining: • giving concessions easily • saying yes too soon • fear of hurting the other party’s feelings

  10. BARGAINING V. NEGOTIATING Principled negotiating: • discover the interests behind positions • separate the person from the issue • be hard on the problem but soft on the person • aim for mutualgain: win-win • insist on objective criteria • BATNA: always have an escape route Getting to Yes: Negotiating Agreement Without Giving In (Ury, Fisher, Patton)

  11. PLANNINGDETERMINEANDIDENTIFY… BATNA (best alternative to a negotiated agreement) HITs ISSUES, INTERESTS, POSITIONS SMART goals the STRENGHTS and WEAKNESSES of your position

  12. DETERMINE YOUR “HITs” HAVE TO HAVE INTEND TRADABLE • you can exchange this item for something you’d like to get • items which are less essential but still important • items in a negotiation you must achieve!

  13. DETERMINE YOUR “HITs” HAVE TO HAVE: • items in a negotiation you must achieve! INTEND: • items which are less essential but still important TRADABLE: • you can exchange this item for something you’d like to get

  14. HIT- LANGUAGE

  15. HIT- LANGUAGE

  16. MAKE YOUR GOALS SMART • Specific • Measurable • Achievable • Relevant • Timed • Set a realistic deadline • Find interesting points for both parties • State exactly what you want to achieve • Know how much you have achieved • Choose realistic goals for the given circumstances

  17. MAKE YOUR GOALS SMART • Specific • Measurable • Achievable • Relevant • Timed 5 Set a realistic deadline 4 Find interesting points for both parties 1 State exactly what you want to achieve 2 Know how much you have achieved 3 Choose realistic goals for the given circumstances

  18. THE LANGUAGE OF NEGOTIATION FUNCTIONS • Presentingproposals • Askingtherightquestion • Calming a situation PHRASES How about…? Why is that so important for you? That seems reasonable… HANDOUT

  19. THE GOLDEN RULE OF NEGOTIATING Never make concessions; always trade concessions. If you give something away, make sure you always get something in return. So if you want to get something from them, you’ve got to be ready to give something in return. CONDITIONALSENTENCES

  20. CONDITIONALS YOU FEEL SOMETHING IS LIKELY TO HAPPEN… If we close the deal today, we’ll be able to deliver the first batch next week. YOU FEEL THAT SOMETHING IS LESS LIKELY/NOT HAPPENING YET/NOW… (HYPOTHETICAL) We would be willing to reduce the price if you agreed to order more than 100 boxes.

  21. EXAMPLEhttp://www.youtube.com/watch?v=BA0DParCiww • Fromsmall talk to negotiation: That’s actuallywhat I’m hereabout… • He starts to outlinehisposition on flextimebyingratiation: Paternityleavewasfantastic! • He explainshisposition: I ’m realizingnow… • Sherephrases: Sowhatyou’re saying is… • He anchors: What I’m saying is I thinkthewholecompanycouldbenefitfrom a flex-time policy. What do youthink? • Herinitialreaction: …..I don’t seeit!

  22. EXAMPLEhttp://www.youtube.com/watch?v=BA0DParCiww • He offerspersuasiveargumenation: I did some research … • Sheacceptshisarguments but stillexpressesconcerns: Thatmightbegreat for them!....but it’s such a radicaldeparture… • He asksdiagnosticquestions: Haveyouseenthecustomerservicestats? • Sheagrees but statesit’s hisindividualcase. I getit Tom. Etc…

  23. HOME ASSIGNMENT Finishtheanalysisoftheremainingnegotiationsequencesinthe video inthe same vein: • He does… /shedoes… Sentence as illustration

  24. FURTHER PRACTISE • English for thefinancialsector: units18, 20 (MacKenzie, I., CUP) • English for negotiating. Express series. (Lafond, C. et al.,OUP)

  25. THE ART OF HAGGLING Successful haggling is dependent on culture and location! Further reading: http://www.business2community.com/travel-leisure/the-cultural-differences-in-haggling-0352522#uL7rC0QQgu1L6AIi.99 The Monty Python way of haggling http://www.youtube.com/watch?v=BA0DParCiww

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