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Successful Negotiations Useful Language BEP 401 – Negotiation Strategy (Part 1) Overemphasis on sth. / to overemphasize sth. ! In my opinion, there seems to be an overemphasis on price in our discussions. ! If you ask me, we’re overemphasizing delivery time – we should be more focused on quality. ! We have to be careful not to overemphasize minor factors. Bargaining chip ! Since he was very flexible on warranty period, he used this as a bargaining chip to get concessions on delivery time. ! They are obviously using their good relationships with local government as a bargaining chip to try to negotiate exclusive rights to sell our product in this market. ! It’s too early in the negotiation to throw away bargaining chips – never give something up without getting something in return! Tactics and strategy ! We always have to keep in mind our long-term strategy of building a good relationship. ! Tactical concerns include discount and delivery; using this client to establish a relationship in this new market is more of a strategic concern. ! It’s time to go beyond just thinking about short-term tactics and start considering long-term strategies. BATNA and bottom line ! To determine our BATNA, we have to consider not just the other offers on the table, but also potential buyers that we haven’t yet talked to. ! Before you can determine your bottom line, you need to put a value on your best alternative. ! Sometimes your best alternative is to do nothing at all. ! Several not-so-obvious things go into deciding your BATNA, including the timing of the deal – a bird in the hand may be worth two in the bush. Deal sweeteners ! If we’re going to get them to agree to our offer, we’re going to have to think of some ways to sweeten the deal. ! Why don’t I sweeten the deal a little by increasing our discount by 1%? ! There’s a variety of deal sweeteners that we can use to make buying our company more attractive. Concession, compromise, agreement ! If there’s going to be any agreement, it’s necessary for one of us to make a concession. ! The only way to reach a compromise is to make a concession. ! The negotiation was finally successful when the other party backed down and compromised on a key issue. ! 2009 All rights reserved: www.businessenglishpod.com 100 businessenglishpod BEP 402 – Negotiation Strategy (Part 2) Parties and decision makers ! It’s not always obvious at first glance who the decision makers are. ! Often, there are more than just two parties to a negotiation – deals may be complex, and we must also consider government or shareholder involvement. ! It’s important to recognize the real parties to the negotiation and identify the key decision makers. Interests: Where someone is coming from ! I don’t think I really understand where he’s coming from on this issue. ! We asked them about their motives for the merger to get a feeling for where they were coming from. ! It’s not at all clear to me where she is coming from. Synergy ! After many mergers, the promised synergies fail to materialize, often because of cultural and management differences. ! A lot of what we are doing in negotiation is looking for synergies between our companies. ! Identifying synergy effects requires creative thinking. To think outside the box ! I particularly admire his ability to think outside the box – he’s very original. ! In many tough negotiations, it can really help if there is someone on both sides who can think outside the box. ! Often, finding and creating value requires thinking outside the box. Overcoming blockage: Removing barriers, obstacles and impediments ! It was a real challenge to remove the barriers that had been set up, but in the end we succeeded. ! Overcoming blockage is a process of getting rid of obstacles in the road to an agreement. ! A typical impediment to compromise is an overemphasis on price. To be a blessing or a curse ! Fierce competition can be both a blessing and a curse. ! Time constraints can be a blessing and a curse – both speeding things along and causing people to give up without reaching agreement. ! Having a clear bottom line can be both a blessing and a curse – it’s often better to be fairly flexible in your approach. Business ethics: Potential value ! Corporate social responsibility is an area of great potential value to companies these days, since it can help companies build brand image and loyalty. ! More and more companies are recognizing the potential value of environmental protection. ! There is good evidence that expanding and protecting shareholder rights actually can have a positive effect on stock price. ! 2009 All rights reserved: www.businessenglishpod.com 101 Successful Negotiations BEP 403 – Building Relationships Starting off on the right foot ! It’s great finally to have the opportunity to meet you in person. ! I’m grateful for this chance to talk. ! We’ve heard a lot of great things about you. ! Your reputation precedes you. Explore each other’s needs with a you-attitude ! What direction are you taking your business? ! What would be an ideal outcome for you? ! What are the top five things you value most in a business relationship? ! What do you like most about your current supplier, and what would you like to change? ! What are you hoping to achieve in the next year? ! What are your medium and long-term goals? Establishing common interests ! We have a lot of common ground. ! There are definitely many areas where our interests are aligned. ! There is great potential for synergy between our two businesses. ! Our needs in this area complementary, don’t you think? Emphasizing solidarity ! Our long-term partnership can only contribute to the success of both our companies. ! This is a great chance to forge an even closer and more productive working relationship. ! By working closely together, we can achieve great things. Joining forces ! Because we faced such fierce competition from larger companies, I suggested joining forces with some of our competitors. ! Originally, they were on opposite sides; but then, when they faced a common enemy, they joined forces to defeat their competitor. Suggest the next step ! This is an area that’s worth exploring further. ! Let’s try to hammer out an agreement. ! Why don’t we get together next Thursday or Friday to talk? ! The next step, I’d say, is to get all the parties around the same table. ! 2009 All rights reserved: www.businessenglishpod.com 102 businessenglishpod BEP 404 – Getting Started Goodwill ! I feel sure that you share our desire to find a solution. ! We are committed to being your partner in developing long-term, mutual value. ! We are dedicated to building a lasting relationship. ! We really look forward to working with you. Starting off ! May I begin by saying that we have looked at your quotation very closely. ! First of all let me give you some background on our proposal. ! We understand that you are looking for a solution to this problem. Suggesting an Agenda ! We have three main issues we’d like discuss with you today. ! I was thinking we could start by discussing the details of the order, then moving on to price. Setting ground rules ! Before we go on, could we agree on procedure? ! Why don’t we break after an hour for lunch? ! Please feel free to interrupt me at any time if you have any questions. Clarifying ! What exactly do you mean by that? ! If I understand correctly, you’re saying that production costs will be much higher than expected. ! Right. So I think what you’re saying is you are not prepared to offer a higher discount unless we increase our order, is that right? ! Can you perhaps go into a little more detail on that? ! Before we discuss this point I’d like to be sure about your position on exclusivity. Probing ! Could you tell us more about your product’s special features. ! Could you go into more detail about your standard delivery terms. ! What kind of special offers do you have? ! Wouldn’t it be possible to ship the goods through South Africa? ! Have you got an example of this? ! I can’t see how your position ties up with the rising raw material prices. Exploring possibilities ! I would like to explore a number of options with you. ! There are a number of ways to look at this. ! I think there are a number of possibilities we’d suggest looking at. ! I’m sure we can find some common ground. Being non-committal ! Hmm… I’d need to think about that. ! That could be a possibility. ! That might be worth trying. ! That depends… can you tell me more? ! 2009 All rights reserved: www.businessenglishpod.com 103 Successful Negotiations BEP 404 – Clarifying and Evaluating Positions Stating your position - strong ! Frankly, I must say that we have to be very firm on this point. ! We have to insist on our point of view. Stating your position - careful ! At first sight, this appears to be an untenable position for us. ! It seems to me that this is an area where it would be very helpful for you to make a concession. ! I would not like you to think that we are being inflexible. Clarifying positions ! If I understand the position correctly, you are looking for better credit terms, am I correct? ! As we see it, this is the position at the moment: ! How do you see our objectives? ! Can I just summarize our positions as I see them? Giving supporting reasons ! Let me explain why we have reached this conclusion, ! I also have to take into account many other factors. ! There are several aspects to this situation. ! I’d just like to briefly run through seven points that explain our position on this. Evaluating positions - positive ! Despite a couple points of minor disagreement, the arrangement under discussion obviously has a lot to offer both sides. ! Though there are still a couple of loose ends to tie up, we feel overwhelmingly positive about the compromise that we’ve reached. ! This is a good offer – no doubt about it. Evaluating positions - negative ! Honestly, this offer leaves a lot to be desired, in our point of view. ! We’ve looked at the figures closely, and I can’t say that we currently have a very high appraisal of this deal. ! At this point, I think it’s really tough to see where the value is for our side. ! 2009 All rights reserved: www.businessenglishpod.com 104 ... - tailieumienphi.vn
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