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How do you approach your boss when it’s time for a pay rise?
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a) I wait for them to mention it. They know their budgets.
b) I explain how I’ve progressed, and why I deserve a rise.
c) I demand a pay rise – or else?
a = 1, b = 2, c = 3 Now add up your scores.
· 11 – 17: While aggression is normally best avoided, a little more may be good for you. Instead of looking for the fastest route to a conclusion, try a little bartering and see where it takes you. Pay attention to the non-verbal signals conveyed by yourself and others – learn about these. Learn how to plan effectively, which will give you more consideration in your side of the negotiation.
· 18 – 26: Although thorough preparation is what you are good at, be alert to the dangers of becoming complacent when you have finished preparing – an unexpected response may well be the downfall of an otherwise successful negotiation. You need some advice on how to act in difficult negotiations, and
some skills in negotiating over e-mail.
· 27 – 33: As a competitive person, you should try bringing a more balanced attitude to the negotiating table, and the other party will feel goodwill towards you for your ability to compromise. Remember to listen, and watch for physical signs of the other party’s mood. Improve your negotiating skills by reading about difficulties in negotiations with other cultures.
Remember: no matter how good you think you are at negotiation, you can always improve.
Word combinations with «negotiations»
| intense intensive | negotiations | are very difficult and tiring, with a lot being discussed. |
| delicate tense | are very difficult and could easily fail. | |
| eleventh-hour last- minute | take place the last possible moment of the time available. | |
| protracted | take a very long time. |
Someone who takes part in negotiations is a negotiator, and someone who is a
good at getting what they what is a tough negotiator.
Another word for «negotiate» is bargain. This is also used to talk specifically about discussing and agreeing the price of something. Another name for «negotiato r» is bargainer.
Another word for «negotiation» is bargaining used especially in phrases like:
a) collective bargaining;
b) pay bargaining;
c) wage bargaining (discussion between groups of employees and their employers
about pay and conditions)
«Bargaining» is often used in these combinations:
| Bargaining | ploy tactic | a particular technique used by a negotiator. |
| chip tool | an issue that a negotiator uses in order to gain an advantage. | |
| point | a particular issue that negotiator discusses | |
| power | the degree to which one side is strong enough to obtain what it wants. | |
| process | the way that negotiations develop. |
Exercise 1. Read the following words and their definitions:
1. agenda - plan for the meeting or negotiation
2.compromise - agreement that is between the starting position of both
sides in a negotiation
3. proposal - offer
4. priorities - most important needs or demands
5.contract - a legal document that gives details of an agreement
6. evidence – information used to help make your point in a negotiation
7. negotiation - meeting between at least two parties to reach an agreement
8. agreement - position (maybe a final one) that both sides accept
9.concession - something you give or allow to someone in order to reach
agreement
10. confirmation - a statement saying that something is definitely true
11. approach - a particular way of dealing with something
12. issue - a subject that people discuss or argue about: a problem to be
discussed
13. opening - the beginning of something, e.g. a negotiation
14 bid - an attempt to do something; a particular amount of money
for something, e.g. at an auction, an offer to do something for
money
15. probing - the way of furthering negotiations (asking the right questions
listening carefully to the answers
16 trade-offs - concessions in exchange for concessions from the other side
17 horse-trading – difficult and sometimes dishonest discussions between
people who are trying to reach an agreement
THE STRUCTURE OF A NEGOTIATION.
Exercise 1. Read the following conversation between two friends to find out:
a) the first suggestion;
b) the counter-suggestion;
c) the agreement.
| Jack: | What shall we do on Saturday? |
| Jill: | Er… let’s go and see a film. |
| Jack: | We could do that – or what if… you know it’s Mary’s birthday? Why don’t we go out with her and Thomas – go for a meal or something? |
| Jill: | That’s a good idea- where shall we go? |
Exercise 2. Here is a representation of the typical structure of a negotiation. Compare this with the conversation you have just read.
| (1) Suggestion | |
| (2) Counter – suggestion | |
| (3) Agreement | |
| (4) Confirmation |