Business Negotiations: Inac HR T&D

BUSINESS
NEGOTIATIONS
INAC HR T&D
WHY is it important
to learn Business
Negotiations?
It helps you build a professional image
It helps you create a good first impression
It helps you speak clearly, and get your
ideas and message across to people during
negotiations
WHAT will you
learn today?
1 Preparation
2 Process
3 Phrases
Preparation
Here are five things we can do to collaborate when negotiating.
Know your objectives
Separate the people from the issue
Ask questions and listen
Find shared interests
Look at creative options
Process
Here are three types of business negotiations.
Negotiating by compromise
Compromise is a basic negotiation process in which both parties give up
something that they want in order to get something else they want more.
Win–lose negotiation
Win-Lose refers to a distributive negotiation where one negotiator's gain the
other negotiator's loss.
Collaborative negotiation
Collaborative negotiation is an approach that treats the “relationship” as an
important and valuable element of what's at stake, while seeking an equitable
and fair agreement.
Phrases
Establishing terms
“I am excited by the opportunity to work together.”
“I’d like to outline our aims and objectives.”
“Based on my research…”
Negotiating terms
“Is that number flexible at all?”
"I am basing my suggestion on these three ideas…”
"If you can do that, I’m on board.”
Phrases
Making suggestions
"I just want to be sure I’ve got this straight. Do you mean…?”
“I think the best way is to do this…
“I’d like to suggest a solution.”
Making a proposal
“Let’s do the following…”
“I propose viewing all scenarios in this context…”
“How do you feel about…?”
Phrases
Rejecting a proposal
“Prior to rejecting this proposal we need to establish industry consensus and
trends, such as…”
“Please bear in mind that one size does not necessarily fit all.”
“Let’s consider some alternatives…”
Closing the deal

“Have we covered everything?”
“Let’s summarize our discussion to see if we’re on the same page…”
“Let’s see how far we’ve come…”
Example
Thank you for coming to talk to me today, Ms. Jackson. Let’s not
waste each other’s time and let's go straight to the topic.
I agree, Mr. Smith. What can I do for you?
I would like to suggest a deal. What I have in mind is, I believe, a win-
win situation for both of us.
Please, do go on, Mr. Smith. You have my full attention.
We are establishing a new office in Tokyo, and we are interested in
purchasing a large amount of goods from your company. Of course,
provided that you give us a good offer.
Example
What amount approximately are we talking about?
We would need around 500 tables and twice that of chairs, as well as
some other office furniture. We will decide on the exact numbers no
later than next Thursday.
I see. We could definitely offer a discount for such an amount of
goods. And what about the delivery? When would you want the order
to be shipped?
We would like the goods delivered by the end of the month.
Example
That is quite soon, Mr. Smith, it will be tight. I am afraid we would not
be able to offer a big discount in that case. Would it be possible to
have the order shipped at a later date?
I'm afraid that is not an option for us. We need to get the office ready,
so we can start working from the beginning of next month.
I see.
So, how much of a discount would you be willing to offer? I know that
this is on short notice, but I'd like to add that we are on the hunt for a
longtime partner.
Well, with that mentioned, I could offer about 5% off for the
upcoming purchase and maybe a little bit more after the contract for
a longer term relationship is signed.
Example
I am afraid that might not be enough to close the deal. We are
evaluating offers from other suppliers, too.
You drive a hard bargain! I guess competition is fierce these days.

What about a fixed rate of 7% discount? That is my last word.
Okay, deal! Thank you very much. It is always a pleasure doing

business with you, Ms. Jackson.
Learn More
If you want to learn more about this course, you may
check on the following sites:
www.englishclub.com/business-
english/negotiations.htm
www.youtube.com/watch?v=-3mFnAk9sbw
Useful Expressions
Let’s not waste time.
What I have in mind is a win-win situation for both
of us.
You drive a hard bargain!
The competition is fierce.
I'm afraid that is not an option.
I am afraid that might not be enough to close the
deal.
That is my final offer.
It is always a pleasure doing business with you.

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BUSINESS

Closing the deal

You drive a hard bargain! I guess competition is fierce these days.

Okay, deal! Thank you very much. It is always a pleasure doing

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