PowerPoint Presentation UNIT 9 NEGOTIATIONS GETTING READY Discuss these questions Have you ever negotiated a cheaper price for something? How were you successful? Do you think the other person in your.
UNIT 9- NEGOTIATIONS GETTING READY Discuss these questions Have you ever negotiated a cheaper price for something? How were you successful? Do you think the other person in your negotiation was happy with the result? What makes a good negotiator? READING A READING COMPREHENSION Sts as follows - Step Sts work individually to answer the questions in their reading text (Half the class read article A and complete column A of the table The other half read article B and complete column B of the table) (7 mins) - Step Sts work in their big group to discuss the answers (10 mins) - Step T checks each group’s answers (3 mins) - Step Sts work in pairs with a partner from the other group, exchange information to complete the second column of the table (Ask questions for clarification if necessary) (10 mins) - Step T asks questions to check Sts’ understanding about the texts A Reading comprehension A People involved The writer, Swiss entrepreneur (writer’s friend), French government official, golf client Object of negotiation To sell merchandise to the French government Obstacle It was deadlocked on some major issues Formal/Informal Informal Level of experience of negotiators They handled it well and seem experienced Techniques used Direct/Indirect style of negotiation How an agreement was reached Winner/loser of the negotiation Techniques used Direct/Indire ct style of negotiation Getting the person to relax out of his office, introducing people he would like to know, subtle suggestion Indirect At the end of a round of How an golf, in the club house, agreement was reached written on a napkin Winner/loser unclear, although the Swiss entrepreneur was certainly of the a winner negotiation B People involved the writer, young tennis professional, used-car dealer Object of negotiation to buy a camper van at a good price Obstacle the price of the camper Formal/Informal informal Level of experience of negotiators he was experienced, she wasn’t Techniques used Direct/Indirect style of negotiation How an agreement was reached Winner/loser of the negotiation A Reading comprehension Level of experience of negotiators Techniques used B They were experienced threatening to sell to another buyer, leading the customer to think she’s getting a bargain, negotiating with the salesman off his territory Direct/Indirec direct t style of negotiation How an agreement was reached by phone, the next day Winner/loser of the negotiation the tennis player was the winner – she got the camper van at a lower price What piece of wisdom did the narrator learn about the negotiation in each case? Discussion How important was the setting Suggested answer - The setting away was very from importantthe in Getting getting government official to negotiating table can be valuable relax since it enables people to achieve - The essential to their setting main aimwas more easily, i.e achieving the aim of the tennis reach an agreement - player, as the dealer would It’s important to stay calmhave but referred herand, to other modelsget if determined if possible, she’d offered lower onown his the other sidea off his price or her Vocabulary d entrepreneur a e b c a) point where neither party will give in deadlock b) a proof territory c) agreeable or suitable testament congenial d) a person who organizes and manages any enterprise, or a business e) home ground Vocabulary $ entreprene urs When ⚮ ⚐ ♘ ♕ territory testament congenial discussion came to a ………………………………… we wrote up a letter of intent to continue the negotiations next week These deadlock the positive result are a ………………………………… to the strength of the technology sector A salesman’s failure to achieve apparently realistic targets might be due to a change in the size of his ………………………………… He was one of the ………………………………… of the eighties, who made their money in property Show others how to be ………………………………… , even Introduction CRITICAL THINKING How the airline’s customer service officer should act to negotiate a settlement with this customer A customer went on a flight to Moscow for a business trip The plane was four hours delayed, his/her luggage was lost, and there was no food available on the flight He/she feels the company should refund him/her the price of the ticket, and apologize for their poor service He/she is in no mood to compromise The company cannot offer a free refund and does not want to apologize because the lost baggage was the airport’s fault, not the ... testament congenial discussion came to a ………………………………… we wrote up a letter of intent to continue the negotiations next week These deadlock the positive result are a ………………………………… to the strength of