Presentation Transcript
Negotiating :Negotiating Mª Luisa de Dios Perrino
EOI Valencia, Spain
eoimarisa@gmail.com
Slide 2:In his book The Art of Winning, Harry Mills establishes seven stages in negotiations.
1. READY YOURSELF:
Collect all the background facts relevant to the negotiation. Prepare your objectives, concessions and strategy
2. EXPLORE EACH OTHER’S NEEDS:
The elements you’ll be negotiating about. Build rapport. State your opening position. Learn the other side’s position.
Slide 3:SIGNAL FOR MOVEMENT
Signal that you are prepared to move from your original position. Respond from signals from the other side.
PROBE WITH PROPOSALS
Make suggestions and find areas of agreement.
EXCHANGE CONCESSIONS
Give the other side something you need or want.
Slide 4:CLOSE THE DEAL
Bring the negotiation to a clear and satisfactory end.
TIE UP LOOSE ENDS
Confirm what has been agreed. Summarise the details on paper.
WHAT WORD DO THE INITIAL LETTERS OF THE STAGES SPELL?
RESPECT
This exercise is in the book Market Leader Intermediate, by Longman.
USEFUL LANGUAGE IN NEGOTIATING :USEFUL LANGUAGE IN NEGOTIATING BE DIPLOMATIC.
HOW WOULD YOU SAY THE FOLLOWING IN A MORE DIPLOMATIC WAY?
We weren’t able to agree on this.
I’m sorry, we weren’t able…
Unfortunately, we weren’t able..
Your price is too high
I’m afraid your price is a bit too high.
Your price seems rather high
That’s a problem
That could be a problem
There seems to be a problem
That’s difficult to deliver
It may be difficult to deliver
Slide 6:We can’t do that
We might not be able to do that
We must talk about price first
I think we should talk about….
There’s no way I can deliver that before a month
I’m afraid we can’t deliver that until…
I want a discount
Do you think you could give me a discount?
Could you possibly give me a discount?
10% is too low. We want at least 20%.
Don’t you think 10% is not enough? We would expect 20%.
We were hoping to get…
I won’t lower my price
Unfortunately, I can’t lower my price
Can you alter the specifications?
I wonder if you could alter the specifications
Slide 7:No, that’s no good for us
I’m afraid we are not satisfied with that.
We will talk about the comission later
Perhaps we could talk about the comission later.
Could we talk about the comission later?
I never thought you would be so slow to deliver.
To be honest, we expected a faster delivery.
Let’s not deal with that point now
I’d like to make a suggestion. I think we should leave this point and come back to it later.
I’d rather we dealt with that point later.
Could we deal with that point later?
You say, You don’t have the quantity in stock?
Are you saying…
Am I right to understand….?
Does that mean that…..?