NEGOTIATIONS 2: PREPARING BUSINESS VOCABULARY IN USE

 

BUSINESS VOCABULARY IN USE 63. NEGOTIATIONS 2: PREPARING

 

A Preparing to negotiate John Rix is an expert on negotiation: ‘Before negotiations begin, preparing and planning are very important. a. Get as much information as possible about the situation. If dealing with people from another culture, find out about its etiquette and negotiating styles; the way people negotiate, what they consider to be acceptable and unacceptable behaviour, and so on. b. Work out your initial bargaining position: what are your needs and objectives (the things that you want to achieve) decide your priorities (the most important objectives). c. Try to estimate the needs and objectives of the other side. B Negotiating scenario At the beginning of a negotiation, follow these steps: Meet and greet representatives of the other company and introduce your colleagues. Offer coffee and small talk. Try to create a relaxed atmosphere. Go to the meeting room and suggest that you get down to business. Have a clear agenda and a timetable C Negotiating styles When you’re negotiating with people from other cultures, it’s important to think about what they consider as ‘normal’ behaviour. You’ll need to think about the following: • body language • physical contact • conversational rules • relationship building • hierarchy • attitudes to time EXERCISES 63.1 Jose Oliveira is head of Xenia, a Brazilian aircraft manufacturer. He is preparing for negotiations with Zebra, an engine supplier. Match each point (1-6) in Jose’s notes with one of the tips (a-f) in A opposite. 1. organize preparatory meeting with head of manufacturing and head of purchasing to discuss strategy. 2. persuade Zebra representatives to come to our offices in Sao Paulo. 63.2 Look at the steps B opposite. Arrange these phrases Jose uses at the beginning of the negotiation in the correct order. 1. As you all probably know, Mr Watanabe and I met at the Aerospace Trade Fair in Frankfurt last year and we had a very interesting discussion about the possibility of our two companies working together. 2. I believe you’re flying back on Friday evening, so that gives us three days. I think two days should be enough to cover all the points. On the third day, Friday, if we have an agreement, I’ll ask our lawyers to finalize conditions for the contract with you. 63.3 Mr A is in another country in order to try and get a multi-million dollar order from Mr B and his assistant, Mr C. Put each problem that occurs in their meeting under one or more of the headings in C opposite. 1. Mr A wanted to start the negotiations immediately, but Mr B suggested a sightseeing tour of the city and a game of golf the next day. 2. Mr B started asking Mr A about his wife, home and family. 3. When Mr C made an important point, Mr A was silent for two minutes before replying. This was made Mr C very nervous.

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