English for Negotiating. Express Series. 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 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) What you say you want. (position) Speaking Identifying the interests of the other side (interests behind positions). Persuasion, diplomacy, non- verbal elements… Listening 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… BATNA (best alternative to a negotiated agreement) ISSUES, INTERESTS, POSITIONS HITs SMART goals the STRENGHTS and WEAKNESSES of your position

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 main concern ia… It is vital/crucial that… I refuse to accept… Our intention is… We would like to… We might … I am willing to accept …if you… I think we will have to agree to… We can trade this against… It would be an alternative to…

HIT- LANGUAGE HAVE INTEND TRADABLE We must… Our main concern ia… It is vital/crucial that… I refuse to accept… Our intention is… We would like to… We might … I am willing to accept …if you… I think we will have to agree to… We can trade this against… It would be an alternative to…

MAKE YOUR GOALS SMART 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 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 Presenting proposals Asking the right question Calming a situation PHRASES How about…? Why is that so important for you? 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/the-cultural-differences-in-haggling-0352522#uL7rC0QQgu1L6AIi.99 The Monty Python way of haggling http://www.youtube.com/watch?v=BA0DParCiww