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16. Successful negotiations rely on the appropriate and correct language and skill. The following list names key functions and useful language for basic negotiations.
| Functions | Useful language |
| Welcoming / Relationship building | It's my pleasure to welcome you to... How was your flight? Would you like something to drink? |
| Starting up | We've got a busy agenda ahead of us, so why don't we start up? If you don't mind, let's get started/down to business. |
| Proposing the agenda | As we see it, the main objective of our meeting is... We've come up with/drawn up an agenda. There are/We've got four/five items on the agenda. We'd like to go over... first/then... last. Does that seem acceptable to you? |
| Starting and outlining your position | I'd like to outline our aims and objectives. There are two main areas that we'd like to concentrate on / discuss. |
| Proposing | Our basic position is... There are several options … We propose/suggest/advise... I think we should... Why don't we...? How about/What about...? |
| Clarifying | Does anything I have suggested / proposed seem unclear to you? Please feel free to interrupt/to ask questions. What do you mean exactly when you say…. Could you clarify your last point for me? If we understand you correctly, you're interested in/you'd like (to)... Do you suggest … Are you suggesting that … Do you mean … Does it mean … If I understood you correctly … What exactly do you mean by …? I'm not sure I fully understand your point. |
| Agreeing | I agree with you on that point. That's a fair suggestion. I can't see any problem with that. This agreement is acceptable to us. I think we have a deal. That’s a deal! That sounds reasonable. |
| Disagreeing | I am afraid we couldn’t agree to that. I’m sorry, we can’t accept that. No, that’s out of question. That’s totally unacceptable. No. I am not interested. Is that your best offer? That would be very difficult for us because …. Unfortunately, we must decline your offer for the following reasons. We're prepared to compromise, but… |
| Reasoning | This is because … he reason for that is … We have to / must have …… is essential and vital for our customers. Money is all-important! |
| Bargaining/ compromising | We could consider... as long as... on one condition... provided that... unless you... How flexible can you be on that? I’m ready to sign that if you can …. In return for this, would you be willing to...? We are ready to accept your offer; however, there would be one condition. We feel there has to be a trade-off here. Would you be willing to accept a compromise? |
| Delaying | We would have to study this. Can we get back to you on this later? We'll have to consult with our colleagues back in the office. I don’t have the authority to make that decision by myself. |
| Closing / summarizing | Can we summarise what we've agreed so far? Let's look at the points we agree on. We've agreed to the following... Can we check these points one last time? Let's just confirm the details, then. Do you agree with our summary? Is there anything you'd like to add? We still have some outstanding issues such as... So the next step is… |
| Final greetings | It has been a pleasure doing business with you. We look forward to cooperating with you again. |
17. Read the sample conversation paying special attention to the language of negotiations.
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| Sample conversation: Negotiation Seller: For a 2 year extension to the current service contract, the price will be $5 million. Buyer: It's a lot higher than what we paid for the current contract. Seller: To be honest, we've made a lost on the current contract with you. We've looked at the numbers and we can't lower it. Buyer: Let me just make sure I know what you're saying, for exactly the same contract as we have now, we'll have to pay $1.5 million more. Seller: As I said before, we've lost money on the existing contract we have with you. Plus, consider how much time and money it will cost you to change to a new service provider, at least $2 million and hundreds of hours of training and business downtime. Buyer: I don't think that I'll be able to sell this back at head office. Seller: As I said, to set up with a new provider will cost you more with higher risk. Buyer: What would you do in our position if you had to pay 33% more to extend an existing contract? Seller: I appreciate how you feel. It does seem a lot, but it'll cost you more if you change. Buyer: What do you think will happen if we don't agree? Seller: I suppose that you'll decide to give the contract to someone else. Buyer: So, would you prefer to lose the contract or make a concession? A price which is reasonable. Seller: Of course, we don't want to lose the contract, but we feel we've made you a very reasonable offer. Buyer: So you won't consider making a concession on price? Seller: I'm afraid it's the lowest price we can offer you. Buyer: Well, if that's your position, I'm afraid there's nothing else we can do! I think it's better if we finish the meeting now. If you reconsider your position, get in touch with me. |
Speaking
18. Work in pairs and act out telephone dialogues of your own.
A= Supplier B= Customer
| A | B |
| Supplier wants: · payment in dollars; · customer to pay a 20% deposit immediately; · recommendation to other customers. | Customer wants: · a discount for bulk purchase; · delivery earlier; · to extend the 1 year warranty period. |
Find Out &Report (Project)
19. Surf the internet to find more information about negotiation styles in different countries. Choose one of the countries to describe it in more detail. Present your finding to the class.
Writing
20. Imagine that you are asked to present a seminar to your colleagues on Negotiating Tips – Do's and Don'ts. Write a brief outline of what you want to say.
UNIT 5
RECRUITMENT& JOB HUNTING
Warm up
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