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
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)
DEFINITION
Negotiation is a basic means of getting
what you want from others. It is back-and-forth
communication designed to reach 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)
EFFECTIVE COMMUNICATION
What do you
want?
(issue)
Why do you want
what you want?
(interests)
Speaking
Persuasion,
diplomacy,
nonverbal
elements…
Identifying the
interests of the
other side
(interests
behind
positions).
What you say you
want.
Listening
(position)
TO GET WHAT WE WANT AND TO BUILD AND
PRESERVE RELATIONSHIPS (WIN-WIN)
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
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
BARGAINING V. NEGOTIATING
Hard bargaining:
• no or few concessions
• “beat the other side”
• win-lose scenario
• often results in a stalemate
BARGAINING V. NEGOTIATING
Soft bargaining:
• giving concessions easily
• saying yes too soon
• fear of hurting the other party’s feelings
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 mutual gain: win-win
• insist on objective criteria
• BATNA: always have an escape route
Getting to Yes: Negotiating Agreement
Without Giving In (Ury, Fisher, Patton)
PLANNING
DETERMINE AND IDENTIFY…
ISSUES,
INTERESTS,
POSITIONS
the STRENGHTS and
WEAKNESSES of
your position
BATNA
(best
alternative to a
negotiated
agreement)
HITs
SMART
goals
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!
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
HIT- LANGUAGE
?
•We must…
?
•Our intention is…
?
•I am willing to accept
•Our main concern ia… •We would like to…
…if you…
•It is vital/crucial
•I think we will have to
•We might …
that…
agree to…
•I refuse to accept…
•We can trade this
against…
•It would be an
alternative to…
HIT- LANGUAGE
HAVE
•We must…
INTEND
•Our intention is…
TRADABLE
•I am willing to accept
•Our main concern ia… •We would like to…
…if you…
•It is vital/crucial
•I think we will have to
•We might …
that…
agree to…
•I refuse to accept…
•We can trade this
against…
•It would be an
alternative to…
MAKE YOUR GOALS SMART
1.
2.
3.
4.
5.
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
MAKE YOUR GOALS SMART
1.
2.
3.
4.
5.
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
THE LANGUAGE OF NEGOTIATION
FUNCTIONS
PHRASES
• Presenting proposals
• Asking the right
question
How about…?
Why is that so important
for you?
• Calming a situation
That seems reasonable…
HANDOUT
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.
CONDITIONAL SENTENCES
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.
EXAMPLE
http://www.youtube.com/watch?v=BA0DParCiww
• From small talk to negotiation:
That’s actually what I’m here about…
• He starts to outline his position on flextime by ingratiation:
Paternity leave was fantastic!
• He explains his position:
I ’m realizing now…
• She rephrases:
So what you’re saying is…
• He anchors:
What I’m saying is I think the whole company could benefit
from a flex-time policy. What do you think?
• Her initial reaction:
…..I don’t see it!
EXAMPLE
http://www.youtube.com/watch?v=BA0DParCiww
• He offers persuasive argumenation:
I did some research …
• She accepts his arguments but still expresses concerns:
That might be great for them!....but it’s such a radical
departure…
• He asks diagnostic questions:
Have you seen the customer service stats?
• She agrees but states it’s his individual case.
I get it Tom.
Etc…
HOME ASSIGNMENT
Finish the analysis of the remaining negotiation
sequences in the video in the same vein:
• He does… /she does…
Sentence as illustration
FURTHER PRACTISE
• English for the financial sector: units 18, 20
(MacKenzie, I., CUP)
• English for negotiating. Express series.
(Lafond, C. et al., OUP)
THE ART OF HAGGLING
Successful haggling is dependent on culture and
location!
Further reading: http://www.business2community.com/travel-leisure/thecultural-differences-in-haggling-0352522#uL7rC0QQgu1L6AIi.99
The Monty Python way of haggling
http://www.youtube.com/watch?v=BA0DParCiww