III. Match the words on the left with their definitions on the right.

 

negotiation	an agreement in an argument in which the people involved reduce their demands or change their opinion in order to agree
argument	when people talk about something and tell each other their ideas or opinions
discussion	the process of discussing something with someone in order to reach an agreement with them, or the discussions themselves
compromise	a disagreement, or the process of disagreeing

 

IV. Complete the sentences with one of the words from the previous exercise.

1. The agreement was reached after a series of difficult _______________.

2. I can say nothing - the matter is still under ______________ (= being considered).

3. In a ______________ between management and unions, a 4% pay rise was agreed in return for an increase in productivity.

4. He got into an _____________ with Jeff in the pub last night.

5. ____________ for the pay increase is likely to take several weeks.

6. The government has said that there will be no ____________ with terrorists.

7. A decision was finally made after some heated _____________.

 

Text 2. Read and discuss the text about business negotiations.

Ways to Negotiate More Effectively

Improve Your Negotiation Skills to Improve Your Bottom Line

 

" What's your best price? "

" That's too expensive."

" Your competitor is selling the same thing for…."

Most salespeople and business owners hear statements like this every day. That means it is important to learn how to negotiate more effectively. Here are five strategies that will help you improve your negotiation skills and drive more dollars to your bottom line:

Learn to flinch.

The flinch is one of the oldest negotiation tactics but one of the least used. A flinch is a visible reaction to an offer or price. The objective of this negotiation tactic is to make the other people feel uncomfortable about the offer they presented. Here is an example of how it works.

A supplier quotes a price for a specific service. Flinching means you respond by exclaiming, " You want how much?!?! " You must appear shocked and surprised that they could be bold enough to request that figure. Unless the other person is a well seasoned negotiator, they will respond in one of two ways; a) they will become very uncomfortable and begin to try to rationalize their price, b) they will offer an immediate concession.

Recognize that people often ask for more than they expect to get.

This means you need to resist the temptation to automatically reduce your price or offer a discount. I once asked for a hefty discount on a pair of shoes hoping to get half of what I asked for. I was pleasantly surprised when the shop owner agreed to my request.

The person with the most information usually does better.

You need to learn as much about the other person's situation. This is a particularly important negotiation tactic for sales people. Ask your prospect more questions about their purchase. Learn what is important to them as well as their needs and wants. Develop the habit of asking questions such as:

• " What prompted you to consider a purchase of this nature? "
• " Who else have you been speaking to? "
• " What was your experience with…? "
• " What time frames are you working with? "
• " What is most important to you about this? "

It is also important to learn as much about your competitors as possible. This will help you defeat possible price objections and prevent someone from using your competitor as leverage.

Practice at every opportunity.

Most people hesitate to negotiate because they lack the confidence. Develop this confidence by negotiating more frequently. Ask for discounts from your suppliers. As a consumer, develop the habit of asking for a price break when you buy from a retail store. Here are a few questions or statements you can use to practice your negotiation skills:

• " You'll have to do better than that."
• " What kind of discount are you offering today? "
• " That's too expensive." Wait for their response afterwards.
• Learn to flinch.

Be pleasant and persistent but not demanding. Condition yourself to negotiate at every opportunity will help you become more comfortable, confident and successful.

Maintain your walk away power.

It is better to walk away from a sale rather than make too large a concession or give a deep discount your product or service. After attending my workshops, salespeople often tell that this negotiation strategy gives them the most leverage when dealing with customers. However, it is particularly challenging to do when you are in the midst of a sales slump or slow sales period. But, remember that there will always be someone to sell to.

Negotiating is a way of life in some cultures. And most people negotiate in some way almost every day. Apply these negotiation strategies and you will notice a difference in your negotiation skills almost immediately.

http: //sbinfocanada.about.com

Kelley Robertson is President of the Robertson Training Group, and author of

" Stop, Ask & Listen - How to welcome your customers and increase your sales."

Practice

· Read the statements and say if they are true or false.

1. Flinching means you respond by crying.

2. A flinch is an invisible reaction to an offer or price.

3. When people ask for more than they expect to get you need to resist

a temptation to automatically reduce your price or offer a discount.

4. One of the basic negotiation strategies means that you need to learn

as little as possible about the person’s situation.

5. Most people hesitate to negotiate because they lack the confidence.

6. You can develop your confidence by negotiating less frequently.

7. It is better to walk away from a sale then make too large

concession.

8. Negotiating is a way of life in some families.

 

· Give the English for:

Продавцы; владелец бизнеса; улучшить / усовершенствовать навык ведения переговоров; прибыль; ценовое предложение; поставщик; назначать цену, устанавливать расценки; опытный переговорщик (уполномоченный по ведению переговоров); назвать разумную цену; предложить скидку/уступить в цене; снизить цену; побуждать к чему-л.; временные рамки; конкурент; средство для достижения цели; не хватать, не доставать; потребитель; уверенный в себе; резкое падение объема продаж; период спада продаж.

 

III. Work with a partner. Act out situations using the five strategies presented

In the text.

 

IV. Match the sentence beginnings (1-8) with the correct endings (a-h).

1. After 48 hours of intensive negotiations in which he slept for	a) the plane was allowed to land at Larnaca airport.
2. One of the problems of protracted negotiations is that achieving agreement can come	b) hour negotiation between the US, the European Union and Japan.
3. After tense negotiations between the hijackers and air traffic control in Cyprus,	c) only one hour, Mr. Prescott said, ‘It has been both tough and incredibly complicated’.
4. The agreement on limiting television violence represents the climax of several months of intense	d) of delicate negotiations to put the process back on track.
5. The painting has been withdrawn from sale and acquired by the National Gallery	e) negotiations between television executives and the National Parent Teacher Association.
6. Then violence broke out, and it took six months	f) to be more important than anything else, including the final decision.
7. The deal was struck only after eleventh-	g) and likes bargaining about everything.
8. He’s a tough negotiator	h) after last-minute negotiations with the auctioneers, Sotheby’s.

 

V. Negotiating styles. Read the passage and then do the task below.

 

When you negotiate with people from other cultures, it’s important to think about what they consider as ‘normal’ behaviour. You’ll need to consider the following:

· body language

· physical contact

· conversational rules

· relationship building

· hierarchy

· attitudes to time

 

Mr. A is in another country in order to try and get a multi-million dollar order from Mr. B and his assistant, Mr. C. Put each problem that occurs in their meeting under one or more of the headings listed.

1. Mr. A wanted to start the negotiations immediately, but Mr. B suggested a sightseeing tour of the city and a game of golf the next day.

2. Mr. B started asking Mr. A about his wife, home and family.

3. When Mr. C made an important point, Mr. A was silent for two minutes before replying. This made Mr. C very nervous.

4. When talking, Mr. B looked directly at Mr. A and his two assistants in turn, giving them equal attention, Mr. A started to look annoyed.

5. During a break for coffee, Mr. B put his arm around Mr. A’s shoulders in order to be friendly.

6. When Mr. A was talking, Mr. C frequently interrupted him.

 

VI. Probing. One way of furthering negotiations is probing (asking the right questions and listening carefully to the answers). Here are some probing questions:

a. What is the situation on production at your plant at the moment?

b. What sort of quantities are you looking for?

c. What are we looking at in the way of discount?

d. What did you have in mind regarding specifications?

e. What were you thinking of in terms of delivery dates?

f. How important to you is the currency for payment?

Match the replies (1-6) to the probing questions (a-b).

1. Perhaps 100 units per year over five years.

2. We can offer ten per cent if the quantities are right.

3. We’d like to see a ten per cent improvement in performance.

4. We’d prefer US dollars.

5. We’ll need the first 30 units in six months.

6. We’re operating at full capacity.

 

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