1. English for Negotiating. Express Series.
Source consulted:
English for Negotiating. Express Series.
Lafond, C. et al. OUP

2. 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)

3. 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)

4. 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)

5. 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)

6. 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

7. 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

8. BARGAINING V. NEGOTIATING
Hard bargaining:
no or few concessions
“beat the other side”
win-lose scenario
often results in a stalemate

9. BARGAINING V. NEGOTIATING
Soft bargaining:
giving concessions easily
saying yes too soon
fear of hurting the other party’s feelings

10. 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)

11. PLANNING DETERMINE AND IDENTIFY…
BATNA
(best alternative to a negotiated agreement)
ISSUES, INTERESTS, POSITIONS
HITs
SMART goals
the STRENGHTS and WEAKNESSES of your position

12. 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!

13. 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

14. 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…

15. 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…

16. 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

17. 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

18. 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

19. 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

20. 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.

21. 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!

22. 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…

23. HOME ASSIGNMENT
Finish the analysis of the remaining negotiation sequences in the video in the same vein:
He does… /she does…
Sentence as illustration

24. FURTHER PRACTISE
English for the financial sector: units 18, 20
(MacKenzie, I., CUP)
English for negotiating. Express series.
(Lafond, C. et al., OUP)

25. THE ART OF HAGGLING
Successful haggling is dependent on culture and location!
Further reading:
The Monty Python way of haggling