NEGOTIATING FOR SUCCESS NEGOTIATING FOR SUCCESS TOPIC LECTURE GETTING READY GETTING READY Discuss these questions in groups Have you ever negotiated a cheaper price for something? How were you success.
NEGOTIATING FOR SUCCESS TOPIC LECTURE GETTING READY https://www.mindtools.com/pages/videos/negotiation-transcript.htm Discuss these questions in groups 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? GETTING READY He's had the …………………… of an expensive education and yet he continues to work as a waiter A technique B benefit C success D solution The …………………… was never going to work, but it was fun while it lasted A solution B circumstance C decision D relationship They help you talk through your problems but they don't give you any …………………… A solutions B circumstances C approaches D benefits We have developed a new …………………… for detecting errors in the manufacturing process A solution B negotiation C technique D decision Obviously we can't deal with the problem until we know all the …………………… A techniques B relationships C approaches D circumstances Flexible working hours are a …………………… situation for employers and employees A win-win B unusual C national D complex LISTENING NEGOTIATION Why negotiation skills are important - to resolve a problem/ reach an agreement ………………………………………………………………………………… ->…………………………………………………………………………………… be able to negotiate with coworkers/ boss/ ppl from other biz - know how to negotiate well = ensure your success in business …………………………………………………………………………………… LISTENING Different approaches to negotiations …………………………………………………………………………… nd approach: soft negotiators -concerning with avoiding conflict -> give in quickly st approach: hard negotiators - soft negotiators: agree with bad decisions for them/ their business Result: - concerned w/ winning – reaching the best decision 4u; not concerned abt personal rel w/ unhappy/ disappointed because they think that they lost the that person negotiation - concentrate on getting the decision they want - wont stop until the other person agrees Result: - get what they want – hurt the rel & ppl may not want to work w/ them in future nd approach - : Win-win negotiators try to confer on a decision to agree on sth that benefits both sides involved - they often try to keep good working relationship with each other so they can continue to work with each other in the future Some techniques for negotiating successfully - listen and understand each other side of the problems reach a solution together An example A clothing company buys fabric from Joe’s Co with a fare price Problem: Joe’s Com has been sending you fabric late -> cannot make clothes on time What to do: - Listen to each other: listen to Joe’s problem to explain your circumstances - avoid blaming by using “I” statements Find solution together talk about all solutions agree on one solution that is good for both of you Example: buy some fabric from other companies now and buy some from Joe later Result: both try to understand each other and work together, both of them can win and feel happy Use the note to answer questions 19 a Why are negotiation skills important? …………………………………………………………………………………………………………………………… …………………………………………………………………………………………………………………………… b What are the disadvantages of hard approach and soft approach to negotiation? …………………………………………………………………………………………………………………………… …………………………………………………………………………………………………………………………… c What is the main advantage of win-win approach? …………………………………………………………………………………………………………………………… …………………………………………………………………………………………………………………………… d What is the problem facing the clothing company? …………………………………………………………………………………………………………………………… …………………………………………………………………………………………………………………………… FOLLOW-UP DISCUSSION 21 Discuss with your partner the following question Do you think that win-win approach is the best? Watch the discussion after the lecture LISTENING STRATEGY 23 Recognizing comparison and contrast in a lecture Put the following words or phrases into the columns Language for comparing Language for comparing In the same way/ fashion The difference between X and Y is Similarly In contrast Likewise While/ Whereas X…Y… Like X, Y is Unlike X, Y … Also, On the other hand, What X and Y have in common? On the contrary Both X and Y Compared to X, Y is less/more … Read the extraction from a lecture on twins Underline and label the lecture language that signals comparison and contrast Twins occur in about in 85 births The two types of twins are fraternal, … or dizygotic… and identical, or monozygotic The difference between the two types comes from a difference in how they begin life While fraternal twins come from the fertilization of two separate eggs, identical twins come from a single fertilized egg that later splits in two There are many stories of twins separated at birth who turn out to be amazingly similar For example, Barbara Herbert and Daphne Goodship were identical twins who were given up for adoption into different families at birth When they met at the age of 40, they discovered that they both worked in local government, met their huasbands at a down dace at the age of 16, and both had given birth to two boys and a girl Like Barbara, Daphne dyed her hair auburn and drank her coffee cold Listen to an excerpt from a lecture and fill in the notes Bill Clinton Born 1946 Childhood Father died Roger Clinton 1956 Father step-father School Excellent student at Drop out of college 3x Yale Law School Arrested for selling drugs Career Gov of Ak US president Played in a rock band Many jobs, but not much of a career FURTHER PRACTICE 27 FURTHER PRACTICE Write ONE WORD ONLY for each answer Business Cultures Power culture Characteristics of organization small • • • central (1)………………………………… power source few rules and procedures conversation(s) communication by (2) ………………………………… Advantage: Suitable employee: • • • can act quickly Disadvantage: • effectively might not act (3) ………………………………… Role culture Characteristics of organization: • • • levels large, many (5) ………………………………… specialized departments description(s) rules and procedure, e.g job (6) ………………………………… and rules for discipline risk(s) not afraid of (4) ………………………………… doesn’t need job security FURTHER PRACTICE Write ONE WORD ONLY for each answer Business Cultures Advantages: • technical economies of scale - successful when (7) ………………………………… ability is important Disadvantages: • • change slow to see when (8) ………………………………… is needed slow to react Task culture Characteristics of organization • • • project oriented in competitive market of making product with short life a lot of delegation Advantage: • flexible (10) ………………………………… Disadvantage • no economies of scale of special expertise Suitable employee - likes to work in groups Suitable employee: • • values security responsibility doesn’t want (9) ………………………………… ... with each other so they can continue to work with each other in the future Some techniques for negotiating successfully - listen and understand each other side of the problems reach a solution together... notes Bill Clinton Born 19 46 Childhood Father died Roger Clinton 19 56 Father step-father School Excellent student at Drop out of college 3x Yale Law School Arrested for selling drugs Career Gov... and procedure, e.g job (6) ………………………………… and rules for discipline risk(s) not afraid of (4) ………………………………… doesn’t need job security FURTHER PRACTICE Write ONE WORD ONLY for each answer Business