Preparing to Negotiate

Ex. 1. Look at these golden rules to successful negotiations. Do you agree with the advice? What other advice would you give?

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. Approximately 90 % of negotiations get settled in the last 10% of the discussion.

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.

Ex. 2. Practice the following dialogue with a partner.

Ann: Flying Bird. Ann Smith speaking. How can I help you?

Tom: Oh, hello. This is Tom Sanders calling from Design Express. Thank you for asking us to quote for designing your newsletter. Based on the specification you gave, that’ll be £75 per page – so, £600 per issue.

Ann: £75 a page? That sounds rather a lot … but then I don’t know much about design costs these days … .

Tom: I assure you you’ll not find a cheaper quote elsewhere – we’re very professional and extremely competitive.

Ann: Hmm … I can’t really compare, as I haven’t asked anyone else for a quote – but it’s more than we can afford. Um … perhaps you’d like to reconsider your price – or offer a discount, as it’s the first issue and everything.

Tom: A discount? We don’t usually offer discounts, I’m afraid.

Ann: Well, we urgently need the newsletter designed, so we’ll pay the £600 this time, but I’m afraid we won’t be able to use your services in the future.

Tom: Oh, I see. Well, I’m sorry you feel that way, but … .

Ex. 3. Look back at the dialogue. What advice would you give each speaker for improving their negotiation skills?

Ex. 4. Read the following situations and respond to each of them.

1. I need to know that construction work will not disturb my employees.

2. Production cannot be disrupted. Can you guarantee to have the spare parts for the broken machine to me by the end of the week?

3. Your company didn’t supply suitable goods last month. Can you assure me that quality of the next batch will be better?

4. Health and Safety standards have to be met. Is the lightning adequate in this office?

5. How can I reassure my staff that they will have enough desk space for the work they do? They have heard that the new desks will be smaller than their current ones.

6. We need meeting rooms with large screens for video-conferencing sessions. I’m not convinced these requirements went into the specification.

7. How can I be sure you will deliver on time? You have been consistently late in the past.

8. Your company is new on the international market. How do I know that you will give me the service I need?