What parts of a negotiation could these photos show?
1
2
3
4
Put these seven stages of a negotiation
into a logical order.
Information gathering
Making the deal
Establishing rapport
Establishing needs
Planning
Confirming the terms of the deal
Bargaining
Seven stages of a negotiation
Information gathering
Establishing rapport
Planning
Making the deal
Confirming the terms of the deal
Establishing needs
Bargaining
Now match the seven stages of negotiation to the extracts.
So, just to summarize, the deal is that you will make a $10,000 contribution to the
marketing budget. Confirming the terms of the deal
Information
Could you tell us how quickly you could supply the software if we agree terms? gathering
I suggest we go through points 1, 2 and 3 on the agenda and then break for coffee.
Is that OK? Planning
So what you are saying is that you would want half the payment on signature of the
contract. Have I got that right? Establishing needs
Well, we could agree to that price if you can include training in that figure. Bargaining
That’s agreed then. I’ll get our lawyer to draw up a draft contract. Let’s have lunch to
celebrate. Making the deal
Thanks very much for coming to the meeting today. We really appreciate it. I’m really
confident we can agree a deal that is beneficial to both parties. Establishing rapport
Internet research
• Look up ‘principled negotiation’ on the Wikipedia website
at: www.wikipedia.org
Wikipedia, which is
an online free-content
encyclopedia, is a
great source of
information when
doing research on the
Internet.
Use the following format to structure your negotiations:
Student A
Student B
Ask a favour.
Make a tentative offer.
Make a counteroffer.
Make a firm offer.
Propose a compromise.
Agree, go back to the beginning,
or break off negotiations.
Model dialogue
Student A: Could I ask a favour? Could you do the presentation to the sales team?
Student B: Again! What’s the problem this time?
Student A: I’ve got an important client meeting at the same time and I can’t get
out of it.
Student B: Well, I might be able to do it, if you do the PowerPoint slides for me.
Student A: I haven’t got time for that. If I give you the figures, will you input
them?
Student B: No, I want the whole thing. It’s that or nothing.
Student A: OK, I’ll do the text for the PowerPoint but could you format it?
Student B: Maybe. And I want you to help me with the business plan for
next year.
Student A: Oh, all right.
Student B: Fine, but this is the last time. You need to be more organized!
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