Деловой английский / Negotiation

11. Negotiation

Вefore I start talking about negotiations it is necessary to define it. Negotiation – formal discussion between people who are train to chief

agreement. Or Negotiation may be defined as conversation between to parts to reach agreement on features action.

Any negotiation has a its structure, where one part make suggestion and other part make countersuggestion, followed the agreement and confirmation on both parts.

There are different types of negotiation:

1.Winwin negotiation/ agreement-based negotiation – it is mutually beneficial negotiations

2.Independent advantage - this means that each team thinks about its own interests. In this type, a seller typically seeks to sell a product but is less concerned about repeat business.

3.A third type is the negotiation to resolve conflict, for example in a contractual dispute. Here, it is possible that each party regards the other as opponent and seeks to win the argument. This is win-lose negotiation.

Preparation for negotiations is of great importance. That's what need to do before negotiations:

Prepare your negotiation position – know tour aims and objectives.

Identify your minimum requirements

Decide what concession you could make

Know your own strengths and weaknesses

Prepare any figures, any calculations and may any support material you may need

Know your role as of team

Prepare your opening statement

Should also pay attention to making an opening statement, which include:

1.State general objectives

2.State priorities

3.State independent (not joint) objectives

4.Be brief

Need to remember, that a key principle in negotiations is to give a little and get a little the same time.

There are other principles of bargaining: 1. Need be prepared that is to make three list:

An essential condition list - issues where you cannot concede anything

A concessions list - issues where you can make concessions

To grade the concessions from the easiest to the most difficult, where you need most in return.

2. As for the package, you must look for agreement in principle on broad front 3. The final principle is to be positive and constructive.

Also need to remember that there are 3 types of negotiators: 1. The fighter

2. The creative negotiator

3. And one who look for independent advantage

Conflict may sometimes be an unavoidable step on the road toward agreement. However, in same cases conflict leads to the breakdown of negotiations as one or both sides realize that agreement is not possible. In many cases this is better than agreeing to something which would be against the interests of the people concerned.

When conflict arises, there are several possible actions which may help to resolve conflict in a negotiation:

Leave the problem, go on to a different topic and return later to the point at issue

Summarize progress and areas of agreement

Emphasize the benefits available to both sides

Emphasize the loss to both sides of not reaching agreement

Restate the issue and wait for a response

Change the package

Invent new option for mutual gain

Offer conditional concessions and other.

And to conclude the negotiations necessary to repeat the main points that the

parties reached in the negotiations.