UNIT 6 NEGOTIATING FOR SUCCESS

NEGOTIATING FOR SUCCESS NEGOTIATING FOR SUCCESS TOPIC LECTURE GETTING READY GETTING READY Discuss these questions in groups Have you ever negotiated a cheaper price for something? How were you success.

NEGOTIATING FOR SUCCESS

TOPIC LECTURE

GETTING READY

GETTING READY

Discuss these questions in groups

1 Have you ever negotiated a cheaper price for

something? How were you successful?

2 Do you think the other person in your

negotiation was happy with the result?

Discuss these questions in groups

1 Have you ever negotiated a cheaper price for

something? How were you successful?

2 Do you think the other person in your

negotiation was happy with the result?

https://www.mindtools.com/pages/videos/negotiation-transcript.htm

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1 He's had the  ……… of an expensive education and yet

2 The ……… was never going to work, but it was fun while it lasted.

 D relationship

 B circumstance

 A solution

 C decision

3 They help you talk through your problems but they don't give you any

4 We have developed a new ……… for detecting errors in the manufacturing process.

 C technique

 B negotiation

 A solution

 D decision

5 Obviously we can't deal with the problem until we know all the

6 Flexible working hours are a ……… situation

7 I don't think you'll ever get Tony's ……… to these proposals.

 B solution

 A technique

 C approach

8 I've been trying to persuade her to take on more people, but so far without 

Complete the following sentences by using the given words.

1. There are a few specific things that you can do success in your career

2. Lack of trust might a relationship

3. They are about every aspect of the construction project

4. We wish to conflict between our countries if at all possible

5. Listening to your customers is a very good way to a good relationship with them

6. If two companies cannot an agreement now, there will be a production delay

7. You need to your circumstances to the manager if you feel that you cannot meet the sales target

8. There might be a few things that you need to follow if you don’t want to your negotiation

reach ensure hurt avoid lose explain confer keep

to ensure hurt

conferring

avoid

keep

reach explain

lose

Watch the lecture and complete the

notes below

LISTENING

- to resolve a problem/ reach an agreement

-> be able to negotiate with coworkers/ boss/ ppl from other biz

- know how to negotiate well = ensure your success in business

2 ………

LISTENING

Different approaches to negotiations

1st approach: hard negotiators

- they often try to keep good working relationship with each other so they can continue

to work with each other in the future

- concentrate on getting the decision they want

- wont stop until the other person agrees

- concerned w/ winning

– reaching the best decision 4u; not concerned abt personal rel w/

that person

- concentrate on getting the decision they want

- wont stop until the other person agrees

-concerning with avoiding conflict -> give in quickly

- soft negotiators: agree with bad decisions for them/ their business

-concerning with avoiding conflict -> give in quickly

- soft negotiators: agree with bad decisions for them/ their business

- get what they want – hurt the rel & ppl may not want to work w/

3 Some techniques for negotiating successfully

- listen and understand each other side of the problems

- reach a solution together

4 An example

A clothing company buys fabric from Joe’s Co with a fare price

Problem:

What to do:

- Listen to each other:

- Find solution together

both try to understand each other and work together, both of them can win and feel happy

Use the note to answer questions

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a Why are negotiation skills important?

FOLLOW-UP DISCUSSION

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1 Discuss with your partner the following question Do you think that win-win

approach is the best?

2 Watch the discussion after the lecture.

LISTENING STRATEGY

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Language for comparing Language for comparing

In the same way/ fashion

Unlike X, Y …

On the other hand,

On the contrary Compared to X, Y is less/more …

Recognizing comparison and contrast in a lecture

1 Put the following words or phrases into the columns.

Twins occur in about 1 in 85 births The two types of twins are fraternal, … or dizygotic… and identical, or monozygotic The difference

between the two types comes from a difference in how they begin life While fraternal twins come from the fertilization of two separate

eggs, identical twins come from a single fertilized egg that later splits in two

There are many stories of twins separated at birth who turn out to be amazingly similar For example, Barbara Herbert and Daphne

Goodship were identical twins who were given up for adoption into different families at birth When they met at the age of 40, they

discovered that they both worked in local government, met their huasbands at a down dace at the age of 16, and both had given birth to

two boys and a girl Like Barbara, Daphne dyed her hair auburn and drank her coffee cold

2 Read the extraction from a lecture on twins Underline and label the lecture language that signals comparison and contrast.

Bill Clinton Roger Clinton

1956 Father

Excellent student at Yale Law School

Drop out of college 3x

Gov of Ak.

US president

Arrested for selling drugs Played in a rock band Many jobs, but not much of a career

FURTHER PRACTICE

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