2023年12月24日发(作者:苍海桑田)
Negotiations in English
One of the most important skills anyone can hold in daily life is the ability to negotiate.
In general terms, a negotiation is a resolution of conflict. We enter negotiations in order
to start or continue a relationship and resolve an issue. Even before we accept our first
jobs, or begin our careers, we all learn how to negotiate. For one person it begins with the
negotiation of an allowance with a parent. For another it involves negotiating a television
schedule with a sibling. Some people are naturally stronger negotiators, and are capable
of getting their needs met more easily than others. Without the ability to negotiate, people
break off relationships, quit jobs, or deliberately avoid conflict and uncomfortable
situations.
In the world of business, negotiating skills are ud for a variety of reasons, such as to
negotiate a salary or a promotion, to cure a sale, or to form a new partnership. Here are
a few examples of different types of negotiations in the business world:
Manager and Clerk: Negotiating a promotion
Employer and Potential Employee: Negotiating job benefits
Business Partner A and B: Making decisions about investments
Company A and Company B: Negotiating a merger
Customer and Client: Making a Sale
The Art of Negotiating
Negotiating is often referred to as an "art". While some people may be naturally more
skillful as negotiators, everyone can learn to negotiate. And, as they often say in business,
everything is negotiable. Some techniques and skills that aid people in the negotiating
process include:
Aiming high
Visualizing the end results
Treating one's opponent with respect and honesty
Preparing ahead of time
Exhibiting confidence
Throughout this lesson, we will review important techniques and skills to learn before
negotiating. We will also examine certain tactics your opponents may u at the
negotiating table. The pages are designed to prepare you for for negotiating in English
in the business world, but they will also help you achieve your goals in everyday life.
Ca Study
For the purpo of this lesson, we will follow the negotiations taking place at a fictional
company called Landscape Labourers. Markus, a landscaper who has been with this
company for five years, believes he is underpaid. He also thinks he derves more
niority over his crew members. Markus's manager, Louis is also the owner of
Landscape Labourers. Though Louis values Markus more than any of his other labourers,
he isn't sure that he can afford to pay him more, especially at this time of year when work
is unsteady.
Read through the lesson and find out how Markus prepares his ca and prents it to
management, and how the two parties negotiate and achieve their goals.
Vocabulary
Word
Part of speech
alternatives
noun
Meaning Example Sentence
other options We can't offer you the rai you
requested, but let's discuss some
other alternatives.
Could you amplify on your
proposal plea.
We're better to ttle this between
us, becau a formal arbitration
will cost both of us money.
We bargained on the last issue
for over an hour before we agreed
to take a break.
I'll accept a rai of one dollar per
hour, but that's my bottom-line.
This is a collective concern, and
it isn't fair to discuss it without
Marie prent.
If you are willing to work ten
extra hours a week we will
compensate you by paying you
overtime.
I'd be willing to comply if you
amplify
verb
arbitration
noun
expand; give more information
conflict that is addresd by
using a neutral third party
bargain
verb
try to change a person's mind by
using various tactics
bottom-line
noun
collective
adj
the lowest one is willing to go
together
compensate
verb
make up for a loss
comply agree
verb can offer me my own private
office.
changing one's mind/terms
slightly in order to find a
resolution
a thing that is granted or
accepted
general term for negotiations
We are willing to compromi
on this issue becau it means so
much to you.
I think we can offer all of the
concessions, but not all at once.
It is impossible to engage in
conflict resolution when one of
the parties refus to listen.
I confronted my boss about
being undervalued, and we're
going to talk about things on
Monday.
It would be great if we could
come to a connsus by 5:00
P.M.
I have appreciated your
cooperation throughout the
negotiations.
In their counter proposal they
suggested that we keep their
company name rather than
creating a new one.
Before we could start our
counterattack they suggested we
sign a contract.
I tried to clo the discussions at
noon, but my counterpart would
not stop talking.
In the past I have had little
respect for that client, but today
she spoke cordially and listened
compromi
verb
concession
noun
conflict
resolution
noun
confront
verb
prent an issue to someone
directly
connsus
noun
agreement by all
cooperation
noun
the working together
counter
proposal
noun
the offer/request which is
prented cond in respon to
the first proposal
counterattack
verb/noun
prent other side of an issue
counterpart
noun
person on the other side of the
negotiations
cordially
verb/noun
politely
to my point of view.
demands
adv
needs/expectations that one side
believes it derves
They had some last minute
demands that were entirely
unrealistic.
When the discussions came to a
deadlock we wrote up a letter of
intent to continue the negotiations
next week.
I was hoping to avoid discussing
last year's dispute, but Monica is
still holding a grudge.
Max has such a loud voice, he
tends to dominate the
conversations.
My contract says that I am
entitled to full benefits after six
months of employment.
We have always been flexible in
terms of your working hours.
We've been haggling over this
issue for too long now.
I want you to know that we don't
have any hostility towards your
company despite last year's
mixup.
I'm planning to high-ball my
expectations when I open the
discussion.
I acted on impul when I signed
that six-month contract.
They were so indecisive we
finally asked them to take a break
deadlock
noun
point where neither party will
give in
dispute
noun
argument/conflict
dominate
verb
have the most control/stronger
prence
entitled
adj
be derving of
flexible
adj
haggling
verb
hostility
noun
open/willing to change
arguing back and forth (often
about prices)
long-term anger towards another
high-ball
verb
make a request that is much
higher than you expect to
receive
quick decision without thought
or time
has difficulty choosing/making a
decision
impul
noun
indecisive
adj
and come back next week.
leverage
noun
(bargaining power) something
that gives one party a greater
chance at succeeding over
another
trading one favour for another
We have a little bit of leverage
becau we are the only
stationary company in town.
log-rolling
verb
After a bit of log-rolling we came
to an agreement that plead both
of us.
I was expecting my boss to low-ball in the initial offer, but he
propod a fair salary increa.
They misled us into thinking that
everything could be resolved
today.
The decision to call off the
merger was mutual.
My prime objective is to have my
family members added to my
benefits plan.
From my point of view it makes
more n to wait another six
months.
He pressured me to accept the
terms by using intimidation
tactics.
While I listened to their proposal
I noted each of their objectives.
His positive body language
demonstrated that he was
receptive to our suggestions.
Mary's rentment stems from
our not choosing her to head the
low-ball
verb
offer something much lower
than you think the opponent will
ask for
convince by altering or not
telling the whole truth about
something
agreed by both or all
mislead
verb
mutual
adj
objective
noun
goal for the outcome
point of view
noun
person's ideas/ thoughts
pressure
verb
work hard to convince another
of an idea
proposal
noun
receptive
adj
argument to prent
open to/interested in an idea
rentment
noun
anger held onto from a previous
conflict
project.
resistance
noun
resolve
verb
a display of opposition We didn't expect so much
resistance on the final issue.
Before you can resolve your
differences you'll both need to
calm down.
There are certain tactics that all
skillful negotiators employ.
There was a lot of tension in the
room when George threatened to
quit.
Lower payments over a longer
period of time sounded like a fair
trade-off until we asked about
interest charges.
His ultimatum was that if I didn't
agree to give him the rai he
asked for, he'd quit today without
two week's notice.
It's unrealistic to think that we
will have all of our demands met.
We considered it a victory
becau they agreed to four of our
five terms.
The client will only yield to our
conditions, if we agree to work
over the holiday weekend.
end conflict, come to an
agreement
tactics
noun
tension
noun
strategies ud to get one's goals
met
feeling of stress/anxiety caud
by heavy conflict
trade-off
noun
terms that are offered in return
for something el
ultimatum
noun
a final term that has rious
conquences if not met
unrealistic
adj
victory
noun
very unlikely to happen
a win
yield
verb
Ostensible
to give in to another's requests
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