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A
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Win-win
In a successful negotiation, everyone should leave the negotiating
table happy with the outcome: there shouldn’t be winners and losers. The
negotiators should try to reach a win-win solution: an agreement of equal
benefit to both sides. This can be achieved in a number of ways.
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B
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Probing
One way of
furthering negotiations is probing 9asking the right questions and
listening carefully to the answers). Here are some probing questions:
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a. what is the situation on
production at your plant at the moment?
b. what sort of quantities
are you looking for?
c. what are we looking at in
the way of discount?
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C
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Proposal and counter-proposal
Through a series or proposals
or offers from one side and counter-proposals or counter-offers from the
other side, the two sides work towards an agreement which will benefit them
both.
Here are some ways of making
offers.
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D
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Trade-offs
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When you offer to change
your position to one that is less favourable to yourself, you make a
concession. Perhaps this is in exchange for a concession from the other
side, although there is no guarantee of this. Your concession may be a
good will gesture: a concession that you make hoping that the other side
will see this as friendly and make a concession in return.
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EXERCISES
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64.1
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Match the replies (1-6) to the
probing questions (a-f) in B opposite.
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1. Perhaps 100 units per
year over five years.
2. We can offer ten per cent
if the quantities are right.
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64.2
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The
Xania-Zebra negotiations continue. Use expressions from C opposite to
complete Jose’s phrases below, using the correct form of the words in brackets.
The first one has been done for you.
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1. If you offer more
flexible payment conditions, might/ consider pay/ higher price.
If you offer more flexible payment
conditions, then we might consider paying a higher price.
2. A long as
engine performance improves by ten per cent, may/ offer/ price/ $550,000
per unit.
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64.3
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Use
expressions from D opposite to complete these extracts.
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1. The government’s approach of ‘If
you do this, then we’ll do that’ seems to owe more to political
_____________ than good policy-making.
2. When London was chosen as the
site of the European Bank for Reconstruction and Development, France
insisted that a Frenchman get the top job. When Frankfurt was chosen for
the European Central Bank, the French again wanted a similar _____________.
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