5 Entering the Critical Phase

Identifying obstacles:

The main obstacle to progress at the moment  seems to be ...

The main thing that bothers us is ...

One big problem we have is ...

Analyzing an obstacle:

What exactly is the underlying problem here?

Let's take a closer look at this problem.

I would like to analyze this situation and get to the bottom of the problem.

Asking for concessions:

In return for this, would you be willingto ...?

We feel there has to be a trade-off here. 

Declining an offer:

I'm afraid your offer doesn't go far enough.

Unfortunately, we must decline your offer for the following reason(s).

I'm sorry, but we must respectfully decline your offer.

Asking for further information:

Would you like to elaborate on that?

Could you go into more detail on that? 

6 Closing

Checking:

Let's just confirm the details, then. 

Let's make sure we agree on these figures  (dates / etc.).

Can we check these points one last time?

Delaying:

We would have to study this. Can we getback to you on this later?

We'll have to consult with our colleagues back in the office. We'd like to get backto you on it. 

Accepting:

We are happy to accept this agreement.

This agreement is acceptable to us.

I believe we have an agreement. 

Task: Answer the questions and do the assignments

1. What’s the idea of negotiation?

2. Who can participate in negotiations?

3. What is required from the participants during the negotiation?

4. What do successful negotiations result in?

5. What are the stages of a negotiation process?

6. How can you characterize the language of negotiations?

7. What are the means to show respect in English?

11. The Negotiation Process

There are several Golden Rules for successful negotiations:

1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea.

2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.

3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.

4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.

5) Pay attention to your own and your counterpartner's body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.