Study the situation below. What negotiating strategy and rules did Markus use?

Markus, a landscaper who has been with the company Landscape Labourers for five years, believes he is underpaid. He also thinks he deserves more seniority over his crew members. Markus’s manager, Louis is also the owner of Landscape Labourers. Though Louis values Markus more than any of his other labourers, he isn’t sure that he can afford to pay him more, especially at this time of year when work is unsteady.

It’s finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to speak first, but Louis declines:

Markus: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch.

Louis: Okay, well, let’s get started. I’d like to resolve this as soon as possible so we can get back to work.

Markus: Great. Okay, well, if there’s anything you’d like to say first, please be my guest.

Louis: Oh, no, I insist you go first. After all, you’re the one who asked to meet with me.

Markus: Very well then. First of all I want you to know that I am fully aware of the challenges you have faced in running this company in the last few years. I understand that the poor weather last year ended up costing you and all of the local landscape companies a lot of money. However, I think you realize that I am unsatisfied with my current salary. I’ve been with Landscape labourers for 5 years now and there have been many other years that were profitable. Despite how much your business has grown, I’m making less than a dollar more than I was the day I started.

Louis: You’re lucky to have a job in these times.

Markus: Yes, and I’m very thankful that you have employed me all this time, especially during the slow seasons when the company is struggling to make a profit. It means a lot to me to have that stability, which is why I have remained loyal to your company.

Louis: You haven’t had much choice but to remain loyal, Markus. There are no jobs out there.

Markus: Well if you don’t mind, I’d like to finish what I have to say and then you can let me know what your position is. As a matter of fact, there are a few companies hiring right now in our area. These are not all necessarily companies that I would be interested in working with. For example, you and I both know that I would never want to work for a company such as Powell Designs. I’d much prefer to be associated with a company like Landscape Labourers because we do a good job. Having said that, I took the liberty of calling a few other local companies to find out what type of salary packages they offer to their foremen.

Louis: Foremen? I don’t have a foreman. I never have. It’s not my style. Don’t forget, you’re a contract labourer just like the rest of the crew.

Markus: Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is competitive with local companies, I also think that I deserve a new title. You and I both know that the crew looks to me as though I am a foreman, even though I don’t have the title.

Louis: You don’t have the title, but you also don’t have the responsibility. It’s a lot of work being a foreman.

Markus: Exactly. And you can’t say that you haven’t noticed me coming in earlier than the others and leaving later. I also designate jobs to all of the crew members each morning and call suppliers when needs arise. These are duties of a foreman, am I right?

Louis: I suppose. But a foreman also helps solve conflicts that arise within a team, and deals with customer complaints. You always pass those things on to me.

Markus: I agree with you on that. However, I would be willing to take on these extra responsibilities, should you offer me a foreman position at a rate of $25.00 per hour.

Louis: Look, we’re running out of time here and I’ve barely had a bite of my lunch.

Markus: I know, and we have a lot of work to get done this afternoon.

Louis: Well, I guess we’ll have to settle this at another time.

Markus: Actually, I’d really like to get this settled today. I know how busy you are, and it’s not easy to get you to sit down and talk.

Louis: (standing up and getting ready to walk out of the room) Well, we’re not getting anywhere.

Markus: Please sit down for a few more minutes so we can make a decision.

Louis: And what if I don’t? Are you going to quit?

Markus: I am a loyal employee, and I believe that it is in the best of both of our interests to have this conflict resolved. This should only take a few more minutes.

Louis: Fine. You can be the foreman. I’ll even change the title on your pay stub. But no raise.

Markus: I think you and I both know that the raise is more important to me than the title itself.

Louis: You know, not very many owners would agree to give a person like you the title of foreman. You don’t even have your proper certification.

Markus: You’ve said before that experience means more to you than education. Remember that guy Samuel that you hired. He had a four year diploma in landscape design but had never worked a day out on the fields. You let him go before his probation was up.

Louis: Oh, don’t remind me of that kid.

Markus: Look, I’d be willing to accept $24.00/hr, if you agree to review my salary again come spring.

Louis Fine. I guess that’s fair. You are my best employee, right now at least.

Markus: Great, then, you won’t mind changing my status to crew foreman. I won’t disappoint you. Remember, I’m willing to take on the extra duties of a foreman, which will give you more time to find new clients.

Louis: Speaking of new clients. I’m expecting an important phone call in ten minutes, so let’s wrap this up.

Markus: Well, I think we’ve both agreed on the terms. Can we shake on it? I mean, can I have your word that my new hourly wage will begin at the beginning of next month? (Markus holds out his hand.)

Louis: (Louis shakes it.) Okay, Mr Foreman. Get back to work, would you. And, I’ll need you to order all of the supplies for Monday.

Markus: Thanks, Louis. I’ll get on that right now.

(from www.englishclub.com)

6. Remember some useful phrases and vocabulary used in negotiating.

In ex.5 above find examples of ‘negotiating vocabulary’.

Opening a meeting	- Right, can we start? - Ladies and Gentlemen, are we ready to begin? - Ok then, perhaps we could make a start? - If everybody is ready, maybe we could make a start?
Welcoming	- I would like to welcome you to … - On behalf of... I would like to welcome you to... - It’s my pleasure to welcome you to...
Directing attention	- Let’s get straight down to business. - Shall we get down to business? - Let’s get the meeting underway.
Inviting someone to state their position	- Would you like to start, John? - Could I ask for your comments first? - Could I ask you for your view on this matter? - What are your first impressions of the new proposals?
Hesitating	- Oh, let me think for a moment. - Well now... - I’m glad you asked me that... - I’ve no idea. I’m afraid. - I can’t answer that. - I’ll need some time to think about it.
Interrupting	- Do you mind if I just interrupt? - Could I say something on that point? - May I add something to that? - Excuse me, but could I just say something?
Agreeing	- I absolutely agree. - You are right (of course). - Yes indeed! - I quite agree with you. - Exactly. - That’s true. - That’s a wonderful idea. - I agree with you on that point. - That’s a fair suggestion. - You have a strong point there. - I think we can both agree that... - I don’t see any problem with/harm in that.
Disagreeing/ objecting	- Are you sure? - I don’t think I really like the idea. - No, I disagree. - I understand where you’re coming from; however,... - I’m prepared to compromise, but... - The way I look at it... - The way I see things... - If you look at it from my point of view... - I’m afraid I had something different in mind. - That’s not exactly how I look at it. - I’d have to disagree with you there. - I’m afraid that doesn’t work for me. - Is that your best offer?
Calming down	- I understand what you’re saying. - I can see your point of view. - Why don’t we come back to that later? - You don’t have to worry about...
Clarifying	- … is correct, isn’t it? - Do you suggest … - Do you mean … - If I understood you correctly … - What exactly do you mean by …? - I’m not sure I fully understand your point. - Could you clarify one point for me? - Could you be more specific? - Let me make sure I understand what you’re saying.
Identifying obstacles	- The main thing that bothers us is... - One big problem we have is... - The main obstacle to progress at the moment seems to be... - Let’s take a closer look at this problem.
Compromising	- I’m ready to sign that if you can … - In return for this, would you be willing to...? - May we offer an alternative? - We are ready to accept your offer; however, there would be one condition. - We feel there has to be a trade-off here. - What do you think is a fair way to resolve the situation? - There are several options …
Making suggestions / creating solutions	- Let’s talk about… - Couldn’t we make a better offer? - Why don’t we …? - I think we should … - How about …? - Let’s consider … - Maybe it would be a good idea…? - What do you think of…? - We propose / suggest … - Let’s look at this another way. - Another possibility is... - Would it be possible … - That’s my best offer.
Responding to suggestions	- As far as your proposal is concerned, we think that... - May we offer an alternative? We propose that... - We’d like to make an alternative proposal. We propose that... - Considering that I would like to suggest … - Now that you mentioned it …
Refusing a proposal	- I can’t do that. - I can’t go any higher/lower. - I am afraid we couldn’t agree to that. - I’m sorry, we can’t accept that. - I’m afraid your offer doesn’t go far enough. - I’m sorry, but we must respectfully decline your offer. - No, that’s out of the question. - No, I am not interested. - That would be very difficult for us because … - That’s totally unacceptable. - Unfortunately, we must decline your offer for the following reasons.
Accepting a proposal	- We are happy to accept this agreement. - This agreement is acceptable to us. - We are happy to accept this agreement. - I’m all in favor of that. - I think we have a deal. - We can only agree with you there. - I have to admit that you’re right. - I am willing to work with that. - That’s a deal! - We’ve got a deal. - It sounds like an alternative / option / possibility … - That sounds reasonable.
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. We’d like to get back to you on it. - We’ll have to get back to you on it. I don’t have the authority to make that decision by myself. - I’d like to stop and think about this for a little while.
Closing / summarizing	- It sounds like we’ve found some common ground. - Let’s leave it this way for now. - I think we both agree to these terms. - I’m satisfied with this decision. - I think we should get this in writing. - Would you be willing to sign a contract right now? - Let’s meet again once we’ve had some time to think. - Can we review what we have agreed on so far? - So, what we’ve finally decided on is … - Let’s make sure we agree on these figures (dates /etc.). - Can we check these points one last time? - Let’s just confirm the details, then. - Let’s see what we’ve got. - Can I go over what we’ve agreed? - I think that covers everything.
Final greetings	- It has been a pleasure doing business with you. - We look forward to cooperating with you again.

7. Practise your ‘negotiating vocabulary’ by matching parts of sentences from columns A and B to make correct sentences.

A	B
I’m afraid that proposal is … Why don’t we come … I’m afraid I haven’t … I’m not in a position … Let me sum up … Let me put it … I’m not convinced … Could you send us … I suggest that we … I feel that this issue …	… made myself clear. … the discussion so far. … by your argument. … a fax to confirm that? … another way. … discuss that point later. … is of major importance. … to comment on that. … not acceptable to us. … back to that later?

Study the dialogue.

The Negotiation Game

A: If I order 100 units, will you give me a price of 5.5 euros?

B: No, I’m sorry. I can’t do that. On 150 units I’ll give you a price of six euros.

A: Six euros. And what about payment?

B: Payment is within 60 days.

A: If we pay within 30 days, will you lower the price?

B: I’ll go down to 5.5 euros if you order 200 units or more. That’s my best offer.

A: Well, what about the guarantee?

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