Negotiations in English
One of the most important skills anyone can
hold in daily life is the ability to negotiate. In general
terms, a negotiation is a resolution of conflict. We enters
negotiations in order to start or continue a relationship
and resolve an issue. Even before we accept our first jobs,
or begin our careers, we all learn how to negotiate. For one
person it begins with the negotiation of an allowance with a
parent. For another it involves negotiating a television
schedule with a sibling. Some people are naturally stronger
negotiators, and are capable of getting their needs met more
easily than others. Without the ability to negotiate, people
break off relationships, quit jobs, or deliberately avoid
conflict and uncomfortable situations.
In the world of business, negotiating skills are used for a
variety of reasons, such as to negotiate a salary or a
promotion, to secure a sale, or to form a new partnership.
Here are a few examples of different types of negotiations
in the business world:
-
Manager and Clerk: Negotiating a
promotion
-
Employer and Potential Employee:
Negotiating job benefits
-
Business Partner A and B: Making
decisions about investments
-
Company A and Company B: Negotiating a
merger
-
Customer and Client: Making a Sale
The Art of Negotiating
Negotiating is often referred to as an "art".
While some people may be naturally more skillful as
negotiators, everyone can learn to negotiate. And, as they
often say in business, everything is negotiable. Some
techniques and skills that aid people in the negotiating
process include:
Throughout this lesson, we will review
important techniques and skills to learn before negotiating.
We will also examine certain tactics your opponents may use
at the negotiating table. These pages are designed to
prepare you for for negotiating in English in the business
world, but they will also help you achieve your goals in
everyday life.
Case Study
For the purpose of this lesson, we will
follow the negotiations taking place at a fictional
company called Landscape Labourers. Markus, a
landscaper who has been with this company for five
years, believes he is underpaid. He also thinks he
deserves more seniority over his crew members.
Markus's manager, Louis is also the owner of
Landscape Labourers. Though Louis values Markus more
than any of his other labourers, he isn't sure that
he can afford to pay him more, especially at this
time of year when work is unsteady.
Read through the lesson and find out how Markus
prepares his case and presents it to management, and
how the two parties negotiate and achieve their
goals. |
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