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Sesion 1

The document provides tips for better negotiations, advising the reader to respect the other party, understand their needs to create cooperation, and anticipate rejecting proposals to prepare alternative options, as negotiations require compromising. It also notes one should not negotiate when tired or stressed, and to reschedule negotiations that become too intense.

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Camila Derteano Montes
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121 views

Sesion 1

The document provides tips for better negotiations, advising the reader to respect the other party, understand their needs to create cooperation, and anticipate rejecting proposals to prepare alternative options, as negotiations require compromising. It also notes one should not negotiate when tired or stressed, and to reschedule negotiations that become too intense.

Uploaded by

Camila Derteano Montes
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Escuela Profesional de Administración

SESSION 1
NEGOTIATIONS
Parties
Negotiate

Back Down Close a deal


NEGOTIATIONS
Before you read the passage, talk about these questions

1. How can negotiations help or harm a


business?
2. What are some qualities of a good
negotiatior?
TIPS FOR BETTER NEGOTIATIONS
By Helen Roberts

Your working life is full of negotiations. You don’t just negotiate with other companies.
You negotiate whenever there are two parties with different needs. And even though
everyone involved wants to find a compromise that is mutually acceptable, many
people dislike negotiating because of the conflicting interests.
But negotiations need not be confrontational. Don’t try to win a negotiation. If you treat
it as a contest, you will create a hostile atmosphere. Respect the other person and try to
understand his or her needs. This way, you can create a spirit of cooperation.
Sometimes, the other party may reject your suggestions, and you need to anticipate
this. A negotiations is a trade-off, and sometimes you will need back down. So prepare
alternative options in case your preferred solution is unacceptable. Finally, don’t
negotiate if you are tired or stressed. You will never close the deal when negotiations are
too intense. Reschedule to another time.
Listen and read the article in the business magazine.
Then, mark the following statements as true (T) or false
(F). When should you not negotiate?
1 ___ A good negotiator wins each part of a negotiation.

2 ___ Successful negotiations do not always end with ideal


outcomes.

3 ___ Changing negotiation times can help people


compromise.
VOCABULARY
Choose the Word that is closest in meaning to the underlined part.
1. Just stop demanding what you want.
A. anticípate B. back down C. close the deal
2. The parties are very eager to argue with each other.
A. intense B. mutually aceptable C. confrontational
3. Mr. Brown will offer a deal, so try to think about it beforehand.
A. anticípate it B. close the deal C. negotiate
4. Try to discuss and changue the contract terms.
A. close the deal B. anticípate C. negotiate
5. Give up something in order to get something more important if you have to.
A. trade-off B. party C. interest
Match the words (1-7) with the definitions (A-G)
1 ___ hostile 5 ___ deal
2 ___ intense 6 ___ compromise
3 ___ conflicting interest 7 ___ party
4 ___ mutually acceptable
A an agreement
B being competitive and eager to argue
C a person or group in a negotiation
D being satisfactory to both sides of a negotiation
E a solution in which both sides of a negotiation give up something
F a point of a negotiation which both sides consider very important
G being extremely stressful
Listen again and complete the conversation.

M: How is the negotiation with the paper supliers going?


W: It’s intense. They won’t drop their prices.
M: Well, we 1 _____that. Their transportation costs are much
higher these days.
W: But if they don’t 2 _______ ______ we’ll never close the deal.
M: Have you offered a 3 ____?
W: Not yet. I can’t think of anything that we can give up.
M: Think of it from their point of view. They can’t lower their
prices because of transportation costs.
W: Exactly.
M: So what if we offer to 4 _____ ______ ______ _____ of
paper at once?.
W: How would that help us?
M: They’ll only have to deliver it once, which will 5______
_____ on their transportation costs.
Listen to a conversation between two employees. Then
answer the questions.
1. What can you infer about the woman?
A. She has not negotiated before.
B. She will not accept the current prices.
C. She has offered several trade-offs.
D. She did not anticipate higher prices.

2. What compromise does the man suggest?


A. purchasing the paper at full price
B. allowing the suppliers to delay delivery
C. buying a large amount of paper at once
D. paying a portion of the transportation costs.
Writing
You are a manager. Use the conversation from task 7 and the article to write advice for a
co-worker who is leading a negotiation for the first time.
Talk about:

How to treat the people in the other party


What to do before the negotiation
What to do in order to close the deal
___________________________________
___________________________________
___________________________________
___________________________________
I am going to
sing this
evening.
This evening
He is going to fall
into the hole.
He is going to fall
into the hole.

Here the speaker is saying what he thinks will happen. Of


course he doesn´t mean that the man intends to fall into the
hole.
I am going to
travel to
Scotland on
Monday.

I am travelling
to Scotland
on Monday.
Complete the sentences
He ______________ his friend. (to phone)
We _____________ a new computer game. (to
play)
My sister ______________ TV. (to watch)
You ________________ a picnic next Tuesday. (to
have)
Jane ____________ to the office. (to go)
They ____________ to the bus stop this afternoon.
(to walk)
1. We say what we have already
a. What time are you
decided to do, what we intend to
going to meet Ann?
do in the future.
b. Oh, I feel terrible.I
2. We say what someone has
think I am going to be
arranged to do.
sick.
3. We say what we think will
c. My hands are dirty. I
happen. Usually there is
am going to wash
something in the present
them.
situation that makes the speaker
sure about what will happen
In this exercise you have to say when you are going to do
something
1. Have you cleaned the 1. Not yet, I am going to
car? (tomorrow) clean it tomorrow.
2. Have you made the
coffee? (just)
3. Have you phoned Tom?
(after lunch)
4. Have you painted your
flat? (soon)
In this exercise you have to write questions with going to.
1. I´ve won a lot of money. 1. What are you going to do
(what/with it?) with it?
2. I´m going to a party
tonight. (what/wear?)
3. Tom has just bought a
painting. (where/hang it?)
4. I´ve decided to have a
party. (who/invite?)

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