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Introduction to Business English
A manager noticed a worker wearing a polo shirt that had the logo and name of a supplier on it. Later that week the worker called in sick for three days. The manager found out from other workers that the first worker wearing the polo shirt was actually working at the supplier company doing for them the same job he was doing at the manager company. When confronted the employee, he said he was indeed working at the suppliers company also, but saw no fault with doing that.
Please take out a piece of paper and write down the answer for each of the following questions
Question 1: Your aim in a negotiation is…. A. Find the greatest area of agreement in
the joint interest of both parties. B. To win and to make the other side lose C. To find the best deal on your side.
Question 2: When the other side is talking, you.. A. use the information you are hearing to
indentify weaknesses in the other party. B. plan what you are going to say next. C. listen with maximum attention
Question 3: You think that… A. Part of the available time must be spent
socializing and getting to know the other side. B. Goodwill is important but the speed of the
meeting should be quick and businesslike. C. The meeting should get down to business
as soon as possible and reach quick decisions.
Question 4: When you speak in a negotiation, you… A. Make a bold and forceful statements,
possibly banging on the table. B. Make carefully considered statements in a
calm, controlled voice. C. Are occasionally forceful and inflexible.
Question 5: If the other side disagrees with you, you …. A. try hard to find a creative position by
modifying your position. B. repeat your demands and will not concede –
your objective is to make the other side give in.
C. reshape your offer without fundamental changes.
Question 6: If the other side states an opinion you disagree with, you… A. tentatively suggest an alternative. B. ask for clarification and explanation. C. ridicule it with sarcasm.
Now for the answers…
Question 1 A = 3 B = 2 C = 1
Question 2 A. = 1 B = 2 C = 3
Question 3 A = 3 B = 2 C = 1
Question 4 A = 1 B = 3 C = 2
Question 5 A = 3 B = 1 C = 2
Question 6 A = 3 B = 2 C = 1
If you have a 15 or more You are a creative negotiator
If you have 11 – 14 You negotiate with independent
advantage If you have 7 – 10
You fight for the win If you are less than 7
You are a Sister Feng
Hard Negotiate to win makes demands
Principled Looks for common benefits Makes offers
Soft Looks for agreements Accepts what’s being offered
Conflict may sometimes be an unavoidable step towards the road towards agreement.
However, in some case conflict can lead to breakdowns in negotiations if both parties can not make an agreement.
In many cases this better than agreeing to something that against the other parties interest.
Leave the problem (come back to it later) Summarize progress and areas of
agreement Emphasize the benefits available to both
sides Emphasize the loss to both sides of not
reaching an agreement Restate the issue and wait for a response Change the package
Invent new options for mutual gainOffer conditional concessionAdjourn to think and reflectSet up an off-the-record meetingChange locationChange negotiatorBring in a third partyConsider walking away
Listen…What strategy is being used?
Talk about it later Negative effects Offer concessions Take a break Summarize the agreement
DO.. Ask questions Listen Summarize Build on common
ground Explain your
feelings Empathy
DON’T…
Be sarcasticAttackCriticizeThreatenBlameDemean
Situation 1 The problem is that we have never offered
this warranty before. Situation 2
There is a number of issues on the table. We seem to be a long way from an agreement
Situation 3 The price you are asking for is rather high,
quite a lot higher than we were expecting Situation 4
There are several problems. We think there is quite a lot of negotiations ahead before we can agree on a common strategy.
Listen…
Take it with a grain of salt.Find where you did wrongUnderstand what parts need to be
changed and things that should stayMake sure you understand fully why
they rejected the offer. Don’t give up.
Group Image is a commercial photographic company planning to buy new equipment. They have been negotiating with Photolab Inc for the equipment.
Listen… Was the response appropriate?
Recognize what happenedPraise peoplePraise the teamwork Praise PartnershipPat on the back for yourself.
When ending a negotiation, you need to: Make sure of the agreements made What the next step will be Any issues we have that will need to be
addressed in a future meeting Time for future meeting or any future
work that needs to be done.
Listen … What decision did they make What are the next step?
No agreement, meet again later Agreement, send a letter Agreement, send detail specifications No agreement, no extra steps No agreement, Talk in the next few
days.