Negotiating Deals

lingua house
TM
Innovation in Learning
BUSINESS SITUATIONS
Negotiating deals
Lesson code: I4UT-5Q8B-9VBM-7
UPPER INTERMEDIATE +
1 Types of negotiation
Complete the phrases and match them to their correct definition:
1. A win-
sum game
a situation in which a benefit gained by one side means

a loss to the other side
2. A zero-
win situation
a situation in which both sides benefit.
2 The negotiation process

Complete the following typical stages in a negotiation:
compromise
procedure
concessions
proposals
1. Build
counter
rapport
details
stalemate
interests
table
develop an understanding of and ability to communicate with someone
2. Probe
find out the other side's expectations

start to negotiate the terms of an agreement
3. Begin the bargaining

4. Make
make suggestions
5. Make
proposals react to suggestions

arrive at a situation which no progress can be made
6. Reach a
7. Make
allow or give up things in order to reach an agreement
8. Reach a
order to agree
arrive at an agreement where both parties reduce their demands in

discuss all the aspects of the deal
9. Work out the

10. Return to the negotiating
re-negotiate an agreement
3 Listening
Listen the following extracts from a negotiation. Which stages from Exercise 1 did you notice?
Extract 1:
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Extract 2:
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Negotiating deals
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BUSINESS SITUATIONS
4 Negotiation tactics
Match the following common `manipulative' negotiation tactics to their descriptions. Can you think of
any dangers in using them? Which type of negotiation in Exercise 1 do they represent?
1. The negotiation decoy
a. add extra false interests to your agenda which you can bargain
with, without affecting your real interests
2. The extreme offer
b. appear as if you are ready to break off the negotiations unless

your interests are met
3. Negotiation nibbling
c. ask for more or offer less than expected in order to make

`concessions' later
d. make one last `small' demand once the deal has been done
hoping that your opponent will agree in order not to harm the
agreement
4. Good cop bad cop
5. Mention the competition
e. make references to what your opponent's competitors are

offering in order to gain the concessions that you want.
6. Negotiation limits
f. one member of your team is demanding and inflexible (the bad

cop), the other appears to be pleasant and reasonable (the
good cop). Your opponent will have to deal with the good cop.
7. Take it or leave it
g. state limitations (e.g. money, time), real or imagined, hoping

that your opponent will make a concession to meet your limit.
8. Negotiation silence
h. stop talking during the negotiation in the hope that your

opponent will become uncomfortable and want to make a
concession in order to break the silence.
Which negotiation tactic above would you `neutralise' with the following responses?
a. Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
b. Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic
altogether.
c. Be very clear about what is included and excluded in the deal. Resist the temptation to make this final
concession.
d. Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your
opponent to adjust his/her expectations.
e. Ignore the threat and continue the negotiation as if you have not heard it.
f.
Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk
out the door in the hope that your opponent will call you back and continue in a reasonable manner.
g. Make sure you know what your competitors are offering and be prepared to explain how your product
or service differs in terms of value.
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h. If you can make this concession, make sure you get something back. Alternatively, focus on how your
product or service will save your opponent time or money in the long-term.
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lingua house
Negotiating deals
TM
BUSINESS SITUATIONS
Listen again to the negotiation extracts. Which of the tactics 1-8 do you hear? Which of them worked
and which of them were neutralised?
Extract 1:
Extract 2:
5 Useful Expressions
Complete the expressions that you heard in the dialogues:
get
manage
agree
mind
deal
prepared
flexibility
reasonable
for
room
halfway
throw
make
work
Opening the negotiation

1. So, shall we get down to business, then?
Stating/probing interests
2. We were looking to
an order for 100 cases.

?
3. What sort of price did you have in

4. We were hoping
a unit price of around e4.50.
Bargaining
5. Would you be willing to meet us
6. If you cut your delivery time by, say, 10 days, we would be

have proposed.
to pay the price you
on terms of payment.
7. We'd need to see a bit more

Rejecting a proposal
8. Come on, let's be
here.
9. Unfortunately, I don't have any more
to negotiate this fee.
Accepting a proposal
10. I suppose we could
that.
11. I think we could
something out here.
12. I think we could
on 3 weeks.
that in.
13. Sure, we can

Closing the deal
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14. OK, it's a
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lingua house
Negotiating deals
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TM
BUSINESS SITUATIONS
6 The grammar of diplomacy

In order to negotiate more effectively, various grammatical features are used to keep your options
open, soften 'bad news' and generally make remarks and questions more diplomatic and persuasive.
Find examples from the expressions for each of the following features:
Continuous forms of tenses:

Modifiers, e.g. a bit, a little:
Would/might/could:
Approximation, e.g. sort of
Introductory softeners, e.g. `unfortunately':
7 Role play
Work with a partner. Imagine you are negotiating a deal with one of your actual customers. Use
language from this lesson. Take turns to be supplier and customer.
8 Flashcard review
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Don't forget what you learned in this lesson! Go to www.linguahouse.com, click `Learning English' and
enter Lesson code: I4UT-5Q8B-9VBM-7.
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lingua house

a situation in which a benefit gained by one side means

a situation in which both sides benefit.

2 The negotiation process

develop an understanding of and ability to communicate with someone

find out the other side's expectations

3. Begin the bargaining

proposals react to suggestions

allow or give up things in order to reach an agreement

arrive at an agreement where both parties reduce their demands in

9. Work out the

You can review this worksheet online at www.linguahouse.com/ex

2. The extreme offer

b. appear as if you are ready to break off the negotiations unless

c. ask for more or offer less than expected in order to make

4. Good cop bad cop

5. Mention the competition

e. make references to what your opponent's competitors are

f. one member of your team is demanding and inflexible (the bad

g. state limitations (e.g. money, time), real or imagined, hoping

h. stop talking during the negotiation in the hope that your

You can review this worksheet online at www.linguahouse.com/ex

Opening the negotiation

an order for 100 cases.

3. What sort of price did you have in

a unit price of around e4.50.

6. If you cut your delivery time by, say, 10 days, we would be

to pay the price you

7. We'd need to see a bit more

9. Unfortunately, I don't have any more

to negotiate this fee.

11. I think we could

something out here.

12. I think we could

13. Sure, we can

You can review this worksheet online at www.linguahouse.com/ex

14. OK, it's a

6 The grammar of diplomacy

Continuous forms of tenses:

You can review this worksheet online at www.linguahouse.com/ex

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