BUSINESS ENGLISH

NEGOTIATION 2 (page 1)


In the last lesson we learned that it is important to:

  • use positive language
  • set realistic goals
  • define your position and know what you want.

    Now we will look at effective negotiations.
    Read about the characteristics of an effective negotiator, then answer the questions below.

    CHARACTERISTICS OF AN EFFECTIVE NEGOTIATOR

    1. They know how to find enough value for all parties in a negotiation. They try to find new and creative options and alternatives for mutual gain.
     
    2. They are firmly committed to getting what they want but are flexible enough to allow the other side to get what they want too. Their goal is a win-win outcome.
     
    3. They make the negotiation about the issues – not about the people. In other words, they depersonalize and focus on substance instead of getting emotionally involved.
     
    4. They prepare by gathering all the necessary information before the negotiation begins and determining their strategic position in relation to the negotiation issues.

    5. They try to determine what the other party really needs. They are good listeners.
     
    6. They know the market, and how their product or service compares to other similar products and services on the market.
     
    7. They are knowledgeable of the customs and culture of the other party in cross-cultural negotiation situations.

    8. They use figures, facts, statistics and examples to support their position.


    CHOOSE THE BEST ANSWER FOR EACH QUESTION

    1. (POINT 1) 'find enough value for all parties' =

    2. (POINT 2) 'a win-win outcome' =

    3.
    (POINT 3) A negotiator should ...


    4.
    (POINT 4) It is important to ...

    5. (POINT 5 )It is important to ...