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Understand different types of negotiations
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Exercise 1. Read the paragraph below to find the answers to the following
questions.
1) What are the aims of negotiations?
2) What agreement do people try to reach?
3) What types of negotiations are mentioned in the text?
4) How does the negotiation process work?
5) What factors influence the character of a negotiation?
If people negotiate (with each other), they talk in order to reach an agreement
which is to their mutual advantage ( good for them both).
For example:
Ø customer-supplier negotiation
Ø wage negotiation
Ø merger or takeover negotiation
Ø trade negotiation
Negotiations also take place to settle disputes (decide arguments) such as:
Ø contract disputes
Ø labour disputes
Ø trade disputes
The negotiation process works by means of discussion, compromise and ‘trading’.
It goes without saying that negotiations can take different forms depending greatly on
the people involved – their skills, attitudes and style. Other factors influencing the
character of a negotiation are the context or background to the negotiation, time pressures, and the issue under discussion.
Exercise 2. Read the following paragraphs about the negotiations to find the answers
to the questions:
1) What types of negotiations are mentioned in the paragraphs?
2) What makes a competitive negotiation different from a cooperative one?
Write down your answers in the form of a lecture to your students in which you analyze and summarise the information given, as well as make the recommendations of your own (choose the language you would like to work with).
A) Competitive negotiations.
Competitive negotiations often have an unfriendly atmosphere and each party is clearly out to get the very best deal for themselves – the other party’s objectives tend
not to come into the equation. It’s best to avoid this type of negotiation if possible,
but if you find yourself in this situation, bear the following in mind:
· If you can, avoid making the opening bid as it gives a great deal of information
to the other party. Try not to tell the other party too much and aim to keep
control of the meeting’s agenda.
· Conceding in a competitive situation is seen as a sign of weakness, so do this as little as possible. The size of the first concession gives the opposing party
an idea of the next best alternative, and tells them exactly how far they push you.
· If conflict flares up, negotiators need to use assertiveness skills to maintain a
prime position, and to defuse the situation.