1 Discuss the following questions.

  1. What is a 'negotiation'?
  2. How would you judge the success of a negotiation?
  3. What makes a good negotiator?
  4. Have you ever been involved in formal or informal business negotiations? Describe your experiences. 

2 What do you think?

How appropriate is the following advice? Rank each suggestion on a scale from 1-10 (1 = essential, 10 = unhelpful) to indicate your opinion. 

How to be a good negotiator

  • try to get on well with your opposite number
  • use emphatic language
  • show respect for your opposite number 
  • make suggestions to resolve disagreement
  • have clear objectives
  • be determined to win
  • say 'I don't understand', if that is the case
  • listen carefully
  • always compromise
  • discuss areas of conflict 

Listening 1

1. In this interview, you will hear Siobhan Quinn, Sales Manager at Texaco, talking about negotiating. Listen and check whether the following statements accurately reflect what she says.

 

 

  1. Siobhan Quinn's full title is Manager, Bulk Sales, Texaco Fuel and Marine Marketing Department.
  2. Negotiators are born not made.
  3. It is important for both parties to achieve something in a negotiation.
  4. Some 40% of Texaco's business is with non-native speakers of English.
  5. Language affects negotiating strategy more than cultural considerations.
  6. Personality influences negotiating strategy.
  7. PLAS is a financial magazine.
  8. Negotiating is a bit like dancing and boxing.

2. Listen again, and make notes under the following headings and subheadings.

  • personality

- buyer 1, and how to deal with him

- buyer 2, and how to deal with him

  • feedback

- how negotiating works

- negotiating without feedback

  • advice

- knowledge

- skill

 Listening 2

1. You are going to hear two short negotiations. In the first one, visiting American Jerry Mullins, on temporary attachment to Melford Furniture Group as part of an exchange programme with Melford's US parent, is talking to his UK boss, Charles Ramsay, about a training course.

 

 

In the second negotiation, Helen Dawson at Melford Furniture Group is talking to her old contact Hans Guertler about some second-hand cutting machines his German engineering firm has for sale.

 

 

Listen and complete the following table.

 

Negotiation

Speakers

Purpose of negotiation

Outcome

1

 

Jerry Mullins

+

Charles Ramsay

 

 

 

2

 

Helen Dawson

+

Hans Guertler

 

 

 

 

2. Listen to the first negotiation again and decide if these statements are true or false according to what is said. 

  1. Mullins and Ramsay established a good rapport with each other.
  2. Mullins and Ramsay showed each other respect.
  3. Mullins and Ramsay both used emphatic language.
  4. Mullins had probably worked out his negotiating strategy before the meeting.
  5. Mullins offered a creative suggestion to resolve an area of conflict.
  6. Ramsay tried to avoid an atmosphere of conflict.
  7. Ramsay showed a willingness to compromise.
  8. The outcome of the meeting was unsatisfactory for both sides.

 3. Now listen again to the second short negotiation. Decide if the following statements are true or false. 

  1. Dawson and Guertler established some common ground at the beginning of the negotiation.
  2. Dawson indicated an area of conflict early in the negotiation.
  3. Dawson and Guertler used polite language, showing tact and sensitivity.
  4. Guertler made his sticking point clear regarding price.
  5. Guertler did not make any concessions.
  6. Dawson and Guertler were constructive and co-operative.
  7. Dawson and Guertler summed up the main points they had agreed on.
  8. The outcome of the negotiation was satisfactory for both sides.

 Listening 3

You are going to hear parts of a negotiation between Carson Martin, Vice-President of Toronto-based CM Kitchens Inc., and Pieter van Eyck from Dutch kitchen equipment specialists, IPEA Holland. Listen and answer the following questions. 

 

 

  1. What are Carson and Pieter negotiating?
  2. What agreement do they reach?