NEGOTIATION­ - ART OR SCIENCE?

from “Executive Listening”

 Negotiation is used by each of us every day of our lives. It is at its most obvious in the worlds of business and politics but is often not recognised for what it really is in our personal lives.

Look at this list of situations in the business and personal life of a manager. Put a tick next to those which you think involve negotiation. Discuss your answers with a partner.

  1. setting a deadline
  2. planning holiday dates
  3. finalising a contract
  4. agreeing on the shared use of the family car
  5. buying a new house
  6. allocating the budget
  7. deciding where to spend Christmas
  8. choosing furniture
  9. discussions with the union representative
  10. talking to the bank manager

Listening 1

Negotiation is involved in almost every part of life. But is negotiation technique a natural talent or can it be learned? Is it an art or a science? Mr Wells, an experienced negotiator for a large bank, discusses this topic. 

 

 

A Listen to Part 1 and answer the following questions.

  1. What does Mr Wells consider to be scientific about negotiation?
  2. What does he consider to be artistic about negotiation?
  3. Which are the two types of negotiator that he mentions?
  4. Which type does he consider himself to be?

B Now listen to Part 2 in which Mr Wells describes a successful negotiator and an unsuccessful negotiator. Make lists of the characteristics he describes for each.

  

 

Successful negotiator

  1. …
  2. …
  3. …
  4. …
  5. …
  6. …

 Unsuccessful negotiator

  1. …
  2. …
  3. …
  4. …
  5.  

C Listen to Part 2 again and note down the six stages in a negotiation identified by Mr Wells. The first one has been done for you. 

Stages in a negotiation 

  1. get to know the other side
  2. …
  3. …
  4. …
  5. …
  6. …

D Now that you have listened to the whole conversation (Parts 1 and 2), answer the following question.

According to Mr Wells, can successful negotiation be taught?