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UNIT 10 NEGOTIATION SKILLS
Structure
10
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1
10
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3
10
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5
10
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7
10
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9
10
...
11

Objectives
Warm up
Reading
Language Focus: Idiomatic Expressions
Study Skills: Process of Negotiations
Grammar: Phrasal Verbs
Listening: Effective Negotiations
Speaking
Writing
Summary
Suggested Readings
Answer to Check Your Progress

10
...
1 WARM UP
Negotiations can be a nightmare if they
are not handled properly
...

10
...

times have you been in one
following situations? You
your boss for a salary
want to convince a son or
something they may not

sound
rather
which most of
some degree
probably many
How
many
or more of the
need to ask
increase; you
daughter to do
wish to do
...
Negotiating is an activity that all managers
engage in to some degree, perhaps dozens of times every day
...
Sometimes
negotiation can take place abruptly, when you are least prepared, and be concluded in
a matter of seconds
...
Even if you feel
you already have a talent for negotiating, there are always ways to develop and
continuously improve your negotiation skills
...

Good negotiators:
i
...

iii
...

v
...

vii
...

ix
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Create a friendly atmosphere
Build up good rapport with the individual / party that they are negotiating
with
Are firm about their stand
Keep the interest of both sides in mind
Look for immediate gains
Are willing to make concessions
Are persuasive
Are articulate
Are good listeners
Frequently check to confirm that everything has been correctly understood by
both parties

Check Your Progress 1
1
...
State whether
they are True or False
i
...

iii
...


We negotiate consciously all the time
...

Negotiation skills have to be formally learnt
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2
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………………………………………………………………………………………
………………………………………………………………………………………
………………………………………………………………………………………
………………………………………………………………………………………
………………………………………………………………………………………
………………………………………………………………………………………
………………………………………………………………………………………
………………………………………………………………………………………

10
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I’m sorry but I don’t see eye to eye with you!

I’m willing to come half way!

You are our most valued customer!
Have it your way!

I’m afraid that’s as far as we can go!

We’d be happy to accommodate you!

Aren’t we splitting hair here?

Check Your Progress 2
1
...

i
...

iii
...

v
...


2
...

We are willing to do anything you want us to do
...

We will adjust with what you say gladly
...


Answer the following questions:
i
...


Do they represent attitudes that are too soft or too rigid? Which ones of these
suggest rigid attitudes?

Negotiation Skills

…………………………………………………………………………………
iii
...


Which ones of these could lead to good business relations, and which ones
might backfire?
…………………………………………………………………………………

10
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2
...

4
...
You must also decide in advance what is the lowest deal or offer
that you will be willing to accept
...

The debating phase: negotiation is a process of give and take where you give
a little and get a little at the same time
...
During this phase you must
state what you want but do not spell out all the conditions yet
...
Try to find out how
much the other person is willing to move from his/her stand
...
Formulate your proposals with if……, then………
...
Build on common ground
...
Accept and confirm details agreed upon by repeating them
...
End positively by looking ahead
...

i
...

iii
...

v
...

vii
...

ix
...

I don’t think it would be possible for us to……
...

Would you be interested in

The correct answers are given in the Answer key
Here are some more expressions that could be extremely helpful during negotiations:
Welcoming:

Good to see you
...

We want to clarify our position on………
...


We could offer you…………………
...


Rejecting:

I’m afraid we can’t……………………………
Unfortunately this won’t be possible
...

Can we just run through that again?

Summarizing:

Just to recap the main points………………………
Let just summarize what we’ve agreed upon
...
5 GRAMMAR: PHRASAL VERBS
Phrasal Verbs
There are some verbs and prepositions which have a special meaning when they are
used together
...
These combinations have to be
memorized like irregular verbs
...
These are called phrasal verbs
...
You will need to use one phrasal verb twice
...


work (something) out
catch on
hold up

1
...

3
...

5
...

7
...

9
...


turn up
go over

jot down
get on

go with
come up

Sorry to keep you waiting
...
That’s
why we are ten minutes late
...

Mr Mittal hasn’t __________________ yet
...

I’m sorry I didn’t ____________
...

If you can _____________ with something that suits both parties, we don’t
mind
...

Can we _______________ the main points again
...


10
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Listen to it again in case you have missed out some words
...

Now read the completed text for some more information on effective
negotiations
...
Therefore it is necessary to make proper 2_____________ to ensure that
negotiations run 3____________
...
This can be done well only if you find out as much as possible
about the 5____________ and the 6______________ with which the negotiation is to
take place
...

The 8____________ of the negotiation must be clearly defined at the outset
...

You must also keep in mind that you cannot hope to push your10_____________at
the cost of the other party
...

Both parties must strive to create a 12_____________ atmosphere at the very start
...
Clear communication,
mutual respect, and trust can get things going in the right direction
...
7 SPEAKING
Check Your Progress 6
Practice one or both of these negotiations with one or more partners at your study
centre
...

i
...

The buyer is asking you for a 10% discount whereas you have already agreed
to give him a 5% discount
...
In return for this concession ask for
the credit limit that you have given to your buyer to be reduced from
40% to 35%
...


You are making arrangements for a wedding to be held in your family
...
350
to Rs 300
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8 WRITING
Check Your Progress 6
Refer to Task 1 of 10
...

Write a letter to him confirming the agreement reached at the end of the negotiation
...


10
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While you may
be an excellent negotiator in real life, we have given you some steps so that you are
systematically aware of what you are doing
...
This will help you become even better at negotiations
...

Finally, after a negotiated settlement, there is often a letter written to confirm the
negotiation
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10
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English for International Negotiations
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Sinha, K
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Business Communication
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Tull, G and Lannon, M
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London: Longman
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11 ANSWER TO CHECK YOUR PROGRESS
Reading
Check Your Progress 1
State whether these statements are True or False
i
...

iii
...


We negotiate consciously all the time
...

Negotiation skills have to be formally learnt
...


False
True
False
False

2
...


iii
...
They must be willing to make certain adjustments as it is in
their interest to ensure that both parties are satisfied
...


Look for immediate gains – good negotiators always keep the long term
interest in mind
...


Check Your Progress 2
i
...


We have already stated to what extent we can accommodate your point of
view
...


We are willing to do anything you want us to do
...

Aren’t we splitting hairs here?

iv
...

vi
...

We’d be happy to accommodate you!
We have a totally different point of view about the matter
...

i
...

iii
...


Would these expressions occur more in some cultures than others?
Yes, that’s true
...
They cannot afford to be direct as they might annoy their customers
...
‘A’ shows rigidity
...

Which ones of these could lead to good business relations, and which ones
might backfire?
‘B’, ‘C’, and ‘E’ could lead to good business relations whereas ‘A’, ‘D’ and
‘F’ could backfire
...

Answers:
i
...

iii
...

v
...

vii
...

ix
...

work (something) out – find a solution or a way out
turn up – arrived
jot down – write down
go with – agree with
catch on – understand
hold up- delay
go over – look into, repeat
get on – go ahead
come up - suggest
1
...

3
...

5
...

7
...

9
...


Sorry to keep you waiting
...
That’s why we
are ten minutes late
...

Mr Mittal hasn’t ____turned up__ yet
...

I’m sorry I didn’t __catch on___
...

If you can ___come up __ with something that suits both parties, we don’t
mind
...

Can we ____go over___ the main points again
...


Listening Tape script
The answers are highlighted in bold
...
Therefore it is necessary to make proper preparation to ensure that
negotiations run smoothly
...

This can be done well only if you find out as much as possible about the people and
the organization with which the negotiation is to take place
...

The objectives of the negotiation must be clearly defined at the outset
...
You must also
keep in mind that you cannot hope to push your interests at the cost of the other party
...

Both parties must strive to create a harmonious atmosphere at the very start
...
for the negotiation
...

Speaking
1
...
The buyer is asking you for a 10% discount whereas you have
already agreed to give him a 5% discount
...
In return for this concession ask for
the credit limit that you have given to your buyer to be reduced from
40% to 35%
...
Take note of the language
used in negotiations
...

Seller: It’s so good to see you again
...

Seller: So, how are you?
Buyer: Very fine, thank you
...

Seller: I’m here to follow up on your interest in our new filing cabinets
...
And what’s more, although they are very
reasonably priced, we have made you an offer for a 5% introductory discount
...

Seller: Unfortunately, that’s going to be not just difficult but impossible, considering
that this is an introductory offer and so we have priced the cabinets very reasonably
and the profit margins are already very low
...

Seller: In that case we could make it 7k%on the condition that you will accept a credit
of 35% in place of 40%, which means you will make a down payment of 65% on
receipt of goods
...

Seller: Alright then, you can now work out the details of your order and send it over to
us as soon as it is ready
...


Buyer: That’s it Good Bye
...

Writing
Check Your Progress 6

ABS Industries
154 Govindpura Industrial Estate
Bhopal 462026
25 November 2003
Mr J Wadhwa
Anant Textiles
267 Court Road
Meerut, UP
Dear Mr Wadhwa
This is a written confirmation of the agreement we reached on the supply of your
Order Number 2198/03
...

Your credit on the order will now be 35% in place of 40%
...

You will receive the goods by 15 December, the agreed deadline
...

We look forward to serving you in the future

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